We are in the lead generation business. If you want to take control of your life and your business at a greater level, you must set up a system to generate great quantities of leads. By always having great quantities of leads, it will allow you to be highly selective in the people you work with. The truth is you will only be able to help a handful of people with regularity. These handfuls of people should be the best and most motivated clients – the ones who are sold on you and your system.

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Communicating VS Creating Value

Sales forces have justified their existence by communicating the value of their products and services. If a sales rep communicated product/service information and functionality to customers, the conventional thinking deemed those actions as value creation in the selling process, because the customer was educated and learned how they could benefit by using a particular solution or service. The problem with this feature approach of communicating value is caused by the decline in differentiation between products and services. With prevalent commodification in many industries (let me pick in particular on the building automation industry), the communicated benefits matter much less to customers. Value migrates from the solution to the price and a competitive procurement process.

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You can learn every sales technique in the book, master every sales strategy and spend all of your free time learning how to prospect better, close more effectively and give better sales presentations but, if you have low self-esteem you will still never become a sales super-star. Why not? Why is your self-esteem the most critical aspect of your sales success?

Self-esteem is how you perceive yourself. It is your personal assessment of your self-worth and it is the ‘governor’ that determines your ultimate performance and success no matter what your chosen career or activity.

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There is a painting in Pasadena’s Norton Simon Museum that presents a portrait of a gentleman, or so we would think at a cursory glance.

But the artist must have been slightly miffed at his subject. Perhaps the patron was less than generous, or possibly he was late in paying previous commissions.

Nothing about the subject’s facial expression or clothing or posture reveals the artist’s contempt.

However, if you start from the bottom of the frame and move up, focusing on the poser’s fingers, and more to the point, on his fingernails, you’ll detect what I’m referring to.

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