In the past 10 years I’ve worked with hundreds of entrepreneurs and salespeople. They have all wanted to build revenue and create strong relationships with their prospects and customers.
I’d like to say that every one of them succeeded at making this happen … but that isn’t true. Some of them (I’ll guess 25%) were never able to surmount, get around, redefine some deeply held, negative stereotypes of what it means to sell. And I can empathize. This is a exactly what I faced as a young entrepreneur 29 years ago. How did I solve the problem? I had to change how I thought about sales … I had to transform.
Transform is a fabulous word. “Trans” means to “go beyond”, and “form” means a shape or construct or contour. In other words, in order to truly embrace the importance, value and fun of sales, I had to rise above the fence or box or room I’d built around it.
If you are still not attaining your revenue goals, start thinking differently about the sales process and the role sales plays in your financial growth and success. Reframe. Transform.
Chris Spurvey can help you with this challenge. He recently published a great book called “It’s Time to Sell – Cultivating The Sales Mind-Set”. In an easy-to-read, story-telling style, Chris walks us through the necessary steps to change how we think, not only about sales, but about all our goals and aspirations.
Recently Chris and I had time to chat about sales and share some of our career experiences as well as talk about one of my favorite things … cold calling. Instead of reading about how I’ve transformed my attitude towards sales, you can listen in: http://www.chrisspurvey.com/podcast/phone-lady-mary-jane-copps
Enjoy your phone work everyone!