EnTrends

Have you ever been intimidated by a
potential customer to the point where
you could barely answer their
questions? Let alone make a sale. Did
you then say to yourself, "Well,
there will be other customers soon",
or "I guess they really were not
ready to buy, yet".

I have two children at home. One is
five, and the other is three years old.
As unique as they are to me, these
two children are very similar to every
other child in one respect. They all
could be the Greatest Salesforce on
the planet!

Let me explain what I mean. Have
you ever witnessed yours or
someone else's child in a grocery
store wanting a toy? Imagine that the
child is the salesperson, and the
parent is the potential customer. Is
the child usually afraid to ask for the
toy? Even if the parent says, "No",
does the child stop asking? Even if
the child does stop asking for the
first toy, don't they immediately ask
for something else like candy or a
soda?

Kids have at least three important
traits that I believe all successful
Salesforces should have, and they
are 1) passion for a product, 2) a
sense of urgency, and 3) no fear of
being turned down.

From my own experiences, whatever
our children want, they desire with
their entire being. They seem to
believe that every request is truly a
life or death situation or struggle.
This is the definition of passion. Just
imagine if your Salesforce showed
this amount of conviction for all of
the products or services that they
represented.

Children only have one sense of time
and that is now. In a child's mind,
there was no yesterday, and there is

no tomorrow. They exist in the
present. To them there will never be a
better time to request anything from
their parents than right now. They
will never say, "Well, maybe I'll wait
and ask for that toy next time". They
ask now. There are no missed
opportunities, no delays, and no
procrastination. To a Salesforce this
translates to 1) they make that one
more sales call before the end of the
day, 2) they offer the customer that
additional option before completing
the original sale, and 3) they return
all customer inquires today.

Children also possess a
characteristic that is vital to a
successful Salesforce. They have no
fear of rejection. They can repeatedly
be told ,"No", but they know in their
heart of hearts that every once in a
while there will be an eventual "Yes".
Not being deterred by rejection is
closely coupled with another
extremely successful selling tactic,
and that is repetition. They do not
stop asking even after the third or
sometimes fourth rejection.

I do believe that all successful
Salesforces should have 1) a passion
for their product or service, 2) a
sense of urgency, and 3) lack of fear
of being turned down. As it has been
published many times before, "Sales
is not a dirty word"! Any company
that wants to make a profit, must
make sales. If you want to increase
your sales, watch some children in
action for a while and you will
understand what I am writing about.

Kevin Kannmacher is a Strategic
Business Consultant exploring
marketing opportunities on the
internet. Visit his website at
http://www.InitialSuccess.com for
additional information and other
FREE marketing articles.