You Have Your Black Belt in Selling? Rate Your Sales Skills and
Reach More of Your Potential.
A superstar sales professional
performs deftly, smoothly, seemingly with no obvious selling techniques.
But he completely knows his sales methods, is highly aware of himself
and his surroundings and makes things happen. He's in the zone.
How would you rate your selling skills? Amateur? Professional? All-Star?
Hall Of Fame? No matter what the performance arena, there are four
levels of skill attainment. Learn how each level works and how this
knowledge can make you into a top sales pro.
Do You Have Your Black Belt in Selling?
Rate Your Sales Skills
and Reach More of Your Potential
Bill Cole, MS, MA
Founder and CEO
William B. Cole Consultants
Silicon Valley, California
A master martial artist moves fluently, effortlessly,
automatically. He responds without thinking, his coordinated moves
perfectly conditioned after endless years of disciplined, focused
practice. He's in the flow.
A superstar sales professional performs deftly, smoothly, seemingly
with no obvious selling techniques. But he completely knows his
sales methods, is highly aware of himself and his surroundings and
makes things happen. He's in the zone.
How would you rate your selling skills? Amateur?
Professional? All-Star? Hall Of Fame?
No matter what the performance arena, there are
four levels of skill attainment. Let's learn how each level works
and how this knowledge can make you into a top sales professional.
At this most basic selling skill level you think
you're hot, but you don't make many sales. Your skills are lousy,
but you don't know they're lousy. You may be an egomaniac in major
denial, with a blind spot about your poor selling skills. You're
often a know-it-all, but a know-nothing -- sadly, just a sales wannabee.
This is a terrible mind-set for learning -- you DON'T KNOW that
you don't know. You think things are just fine. This is a very dangerous
place in which to find yourself.
You pretend to talk the walk. But you can't talk the walk OR walk
At this level, you're aware that your selling
methods and techniques are not stellar. In fact, your selling skills
are lousy, and you KNOW they're lousy. It doesn't mean you consciously
set out to be incompetent. You're quite aware that you lack solid
selling skills, but you have insufficient awareness of how to improve
This is an excellent mind-set for learning -- you KNOW that you
don't know, and you are motivated to do something about it.
You may talk the walk -- but you can't walk the talk.
At this level you realize you have solid sales
skills. You are confident using various approaches and techniques,
but you still often must think your way through them.
You can perform "on-command" under pressure at times, but not all
This can be an excellent mind-set for learning -- you KNOW that
you know, and you are confident. But this is also a less-than-optimal
mind-set for performance, since you are stuck having to be mindful
and deliberate in your execution. An example? Maybe you are an excellent
presenter, but you don't fully trust yourself to be spontaneous,
and instead write out and memorize your speech word for word. Your
performance would be good, but stiff and without passion.
You can talk the walk, but can't walk the talk WITHOUT thinking.
Here at the highest level you can perform effortlessly,
with confidence, virtually on command, under pressure, and on a
regular basis. No thought whatsoever is required to perform well.
You worked endlessly to achieve a high polish on your repertoire
of sales methods to get to this level. You're a sales virtuoso,
a peerless performer. You outsell the competition by miles.
Sales stars are not only able to talk a good game of selling--they
can back it up with outstanding sales skills -- they can talk the
walk AND walk the talk.
The "Natural Born Salesperson" would also be in this skill level,
but since they're rarely able to articulate what it is that makes
them so good, they often have trouble duplicating top performances.
They also don't make effective sales coaches or managers, and even
they had to traverse each learning skill level.
How badly do you want to be in the Selling Hall Of Fame?
Diligently practice your selling skills, methods and approaches.
Your new excellence will catapult you closer to your potential.
Then enjoy your black belt in selling.
To learn more about how sales coaching can help you become a better,
more confident sales professional, visit Bill Cole, MS, MA, the
Mental Game Coach at www.mentalgamecoach.com/Services/SalesCoaching.html.
Copyright © 2011-
Bill Cole, MS, MA. All rights reserved.
Bill Cole, MS, MA, a leading authority
on peak performance, mental toughness and coaching, is founder and
CEO of William B. Cole Consultants, a consulting firm that helps
organizations and professionals achieve more success in business,
life and sports. He is also the Founder and President of the International
Mental Game Coaching Association (www.mentalgamecoaching.com),
an organization dedicated to advancing the research, development,
professionalism and growth of mental game coaching worldwide. He
is a multiple Hall-Of-Fame honoree as an athlete, coach and school
alumnus, an award-winning scholar-athlete, published book author
and articles author, and has coached at the highest levels of major-league
pro sports, big-time college athletics and corporate America. For
a free, extensive article archive, or for questions and comments
visit him at www.MentalGameCoach.com.
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