The Most Important Training to Have Is...

By Mark Bowser

Without a doubt, there are two elements that all successful people share. If that is true, and it is, then shouldn’t we seek the same knowledge and training if we want to be successful too? Of course. It makes sense, doesn’t it?


Well, then what are these two elements of knowledge? The two elements that all successful people share are Leadership Perspective and Selling Success. If was John C. Maxwell who said, “Everything rises and falls on leadership.” And, Zig Ziglar expressed, “Nothing happens until someone sells something.”

Let’s take a peek at these two elements and see how they fit in with our lives. Let’s start with Leadership. We are all leaders. No, you may not lead an organization, a department, or a social club, but you are still a leader. The first person you lead is yourself and from there you lead the people around you.

In his book, Spiritual Leadership, J. Oswald Sanders defines leadership with one word and one word alone. That word is “influence.” The truth of the matter is that we all influence people every single day. It may be as simple as influencing your co-workers on where to eat lunch today or as important as influencing your 15 year old daughter not to get on drugs. We are all leaders…and it is vital that we improve and increase our influence for the sake of not only ourselves, but more importantly for all the people around us.

The second element is Selling Success. This is one where many people get confused. You may be thinking, “Mark, I’m not in sales. Don’t even want to be. Nothing against salespeople, it just isn’t my thing.” Well, let me correct you right there. Selling is your thing. That is, if you want to be successful. Listen to Zig’s words again, “Nothing happens until someone sells something.” We sell every single day. No, you may not be in the world of selling as a career but you still sell. We sell ourselves, our ideas, our beliefs, our knowledge, etc… If you can’t sell these things, then nothing happens in your life. You are like a boat on a lake with no oars. You get pushed and shoved by the waves of life with no control, no direction, and no focused success.

Earlier, we said that leadership is “influence.” Couldn’t we say the same thing about selling. Think about that teenage daughter pondering about taking drugs. Doesn’t it take a selling influence to persuade her not to walk that path? Parents are some of the most influential sales professionals on the planet.

Now, let’s talk just for a moment about the people who are in the world of selling as their career. Our whole economy is based on selling. Successful selling creates growth for a nation. We, as a nation, need to be grateful and appreciative for our sales professionals. In a very real sense, we all have jobs because someone went out there and sold something.

How do we get out of a recession? How do we create more jobs? How do we springboard this economy? By taking unnecessary regulations off the back of American business’ and by training effectively at least 4 million sales professionals throughout the nation. I can help us with that. That is what I do. I train leaders and I train sales professionals. That is my contribution to the marketplace. And I am committed to doing everything I can to increase my influence in these areas. So, let me close today with two questions. Where is your influence? And, are you willing to commit to increasing that influence? Now, go out there…and make it happen! God bless you!

 
http://www.takeactionsales.com/ 

Sales Lessons from a Newspaper Columnist

Good morning Sales Champions!

We, as sales professionals, can learn a great deal from Dorothy Dix.  Dorothy was a very popular newspaper columnist.  She said this, The shortcut to popularity is to lend everyone your ears, instead of giving them your tongue. There is nothing you can possibly say to an individual  that would be half as interesting to him as the things he is dying to tell you about himself. And all you need, in order to get the reputation of being a fascinating companion, is to say: 'How wonderful! Do tell me some more.'"

Wise words.  How is your listening today?  Are you listening into profitability or are you talking yourself out of the sale? 

Now, go out there and make it a great Selling (Listening) Day!  God bless you!

Mark

Customer Service & the Airline Industry? Not So Much!

By Mark Bowser


Recently, I had a speaking engagement in a small town in Iowa. Let me tell you, it wasn’t the easiest place to get to. I flew into Chicago O’Hare’s airport where I had a layover. I then flew into Moline, IL and then had to drive to the seminar location in Iowa.

Well, my two day Leadership seminar went great and I made my way back to Moline for my flight. I got to the airport earlier than expected so I went to see if there was an earlier flight to Chicago. There was. I thought “Great. I’ll get an earlier flight back to Chicago where I can get a nice meal before my flight into Dayton.” Great thought, but that is where it died.

I went up to the counter and asked if I could take the earlier flight. Guess what, there was a seat available. Guess what, it would cost me $75 to get it. I tried to get them to wave the fee. They were taking me to Chicago anyway. What is the big deal. Just put me on the earlier flight. Should be a no-brainer, right? Wrong!

It is only a no-brainer for a company who values its customers and believes in serving them. I felt sorry for the young clerk at the counter. She was in a tight place. She wanted to serve me, but wasn’t allowed. She said, “We get in trouble when we waive the $75 fee.”

Here is the focal point of the entire problem. Leadership. Lousy Leadership. Now, I am not going to mention the name of the airline because most of them would do the exact same thing. There is only a few airlines like Southwest Airlines who know what service is. Unfortunately, I wasn’t flying Southwest.

The airline industry is so short sighted and so desperate for money that they would rather charge me an extra $75 (for a seat that was going to go vacant anyway) and risk my future business. Will I think twice before I book another ticket with this airline? You bet your great grandfather’s dentures! If I have a choice, why would I choose to fly with them when they treat me like that.

Well, long story short, I refused the pay the $75 and went and ate a lousy meal at the snack bar and took the later flight.

As we close out our message today, I remind you and myself of my Dad’s wise words, “The customer is our life blood.” Provide extraordinary service for your customers and before you know it, more customers and more profitability will be headed in your direction.

Selling Ideas: Earning the Sale!

Good afternoon Sales Champions!

Here is a thought I encourage you to ponder as we go into this Labor Day Weekend here in America.

"You have to earn the right to sell to your prospect. Are you doing this? If not, you don't deserve the sale. It's harsh, but true."
Mark Bowser

Now, go out there and make it a great selling day. God bless you.

Mark