by Tony DiLeonardi
I've long said that the key to a productive and successful sales
and service model is three-pronged. The professional that hits high
levels of production and stays at high levels of production
- Be a student of the market they serve.
- Be a student of the sales process, that is, the human and
political stages in which clients and prospects find themselves
throughout the relationship.
- Create "likeability" with clients and prospects, and
ultimately, that likeability must leadto "trustability."
Because of that three-pronged approach, I have created deeper,
more purposeful relationships in my own practice and taught others
how to do the same in theirs.
Look, I know you're busy. I've been where you are. Not only have
I heard the excuses, I've used them myself. Life is a juggling act,
but it's time to rid your self of the feeling that disaster will
strike if one ball falls. Find your footing. Be purposeful in your
choices. Be honest. When you think about your average day, how much
time do you spend on your business? You read the paper to stay up
on trends, watch the news for the latest numbers, but how much time
do you devote to your professional goals? What plans do you make
for cultivating and strengthening relationships? You must have a
daily practice. Make this reflection part of your morning ritual.
Every day, focus on how you can better meet the needs of your
clients, encourage workplace production, and foster an environment
that promotes happiness. In other words, think about opportunities
to go face to face. You can succeed in sales if you are liked. You
will succeed in lifelong, multigenerational sales if you are