The most important sale you will makeBlog added by Ernest Falkner III on November 10, 2011
Ernest Falkner III

Ernest Falkner III

Birmingham, AL

Joined: September 20, 2010

(Even if you are not a professional salesperson)

For those of us who were fortunate enough to have a valuable mentor who continued to keep us challenged, here is a memorable quote charged to me that has cemented to this very day:

“Make sure that the first sale you make today is on yourself.”

Question: Why is that important?

Answer: Because no one can control what surprises will be presented in the marketplace, only their response to it.

The best possible defense for these uncertainties is being confident in your own abilities and talents. The point is, not many take the time to itemize or give adequate emphasis to their distinct and unique abilities.

When you are sure of your position, you certainly have an advantage, but more importantly, others around you sense it as well. That makes selling or communicating a much more predicable transaction.

Of all the alternatives of how you may go about taking a personal inventory and the steps for keeping it foremost in your mental hierarchy, we would suggest that you adopt a simple, memorable and tangible model as a guide.

The model elements could include:
    Easily recognized
    Distinctive in structure
    Easily remembered
    Quickly established
    Interactive requirement
    Requires commitment
Progressive steps of development should be:
    Interlocking
    Completely transferable
    Flexible
The recommended steps of execution (in order, as follows):
    Discovery: Assess your personal inventory and reduce to your most unique traits that are easily executed.

    Commitment: This is your “whatever it takes” statement — a meme.

    Solution: These are the problems you believe you can solve — blindfolded.

    Action: This is why and where you plan to go today — and tomorrow.
Key Point:

A simple and effective model can make your paradigm shift much easier. And if not this one, then create one. If so, don’t move forward or skip ahead without true resolve and affirmation with yourself.

Author’s comment:

No matter if you are in selling as a profession or not, the principles remain. In your everyday contact with others, your confidence and positive self-esteem can only become an asset.

From a new perspective, now that you have made the most important sale first, the rest (routine communications) may seem relatively easy, painless and efficient.

As always, you decide.

Discovery
Commitment
Solution
Action
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