Sales Training Techniques
Last night, I met some of my students for the first time at the university. I
invited them to share their “million dollar ideas” (insights into the topics
we discussed), and a student named Selma spoke up. She believes that sales
people should see themselves as companies, selling their skills to their
employers. She feels this concept can make a tremendous difference in the way
sales people feel about themselves and their work.
She explained, "If you think of yourself as a company that sells its
product to your employer, you suddenly elevate your status to someone of value
in the workplace. You become a commodity that is indispensable." When Selma
saw the understanding in her classmates’ eyes, she continued. “With this new
perspective, you suddenly realize that you are no longer dependent on the job.
The job is dependent on you. This realization can have a powerful impact on your
self-esteem and help you feel like a worthwhile contributor to your company’s
success. With this new attitude, you will see that being a sales person has
dignity of its own.”
Enrico, who sat beside Selma and had been quiet all evening, joined in the
conversation. He agreed that once you start feeling more powerful and in
control, “you can choose to leave a job and market your skills to the company
of your choice. You will always have the tools to be successful, for they reside
in you. We as sales people can expand on this concept and create portfolios and
websites so that we can professionally market ourselves as commodities to
companies. These positive attitudes will help us enjoy work and become even more
productive sales people.”
I listened as each student discovered these revelations. I could see their
faces change as they realized they could provide worthwhile skills for their
employers.
Seeing yourself as an organization will help you achieve higher goals of
productivity and success. We are all in sales, and the sooner we see that sales
people are valuable, our self-respect will increase. With this changed
self-image, we will become highly productive and enjoy our jobs even more. In
sales, you too can have dignity and value in the workplace. So look in the
mirror and see yourself for what you are -- a skilled and marketable commodity!
Author: James A. (Jim) Baker
James A. Baker is the Chairman and Founder of Baker
Communications. Baker is a sales training and
development company specializing in helping client
companies increase their sales and profits. He can
be reached at 713-627-7700 or
jim.baker@bakercommunications.com.
