Jeffrey Gitomer July 23, 2013

Last week I talked about the power of sales success and gave you thefirst ten personal powers you need to possess in order to have all ofthe sales success you desire. As a professional salesperson, you wantmore selling power and this two-part article reveals the sources.

 Let me share with you the remaining powers you do possess and how you might be able to use them and take advantage of them to build sales, buildrelationships, build referrals, earn testimonials, and achieve the sales success that you are striving for…

11. The power of relatable example. Please don’t tell me how the product works. Rather, tell me how someone else is using it and winning right now as a result of it.

12. The power of truth. It’s sad I have to write about this. The elusiveness of truth hascaused more business deals and more relationships to be lost to lack oftruth than to lowest bid. Truth starts with you.

13. The power of trust. Trust is built slowly over time by taking consistent, value-basedactions. Trust is lost in a minute by taking inappropriate actions,telling untruths, or failure to deliver as promised.

14. The power of service. The power of service is realized through actions, not advertisements.There is no power in telling me how great your service is, there ispower in delivering it, and there is HUGE power in having your customers talk about it, brag about it, on social media.

15. The power of a relationship. Real relationships mean there is no bidding involved and no proposalsinvolved in earning a sale. Relationships are based on mutual valueprovided, mutual loyalty exchanged, truth, and trust. Take a momentright now and list the ten customers that fall into this category. Ifthere are less than ten your power isn’t close to what it could be.

16. The power of loyalty. I define loyal customers two ways: will a customer do business with meagain and will they refer someone to me. Many customers may never besatisfied, but they continue to do business with you. That’s loyalty.Repeat business and unsolicited referrals are the report card thateverything else in the relationship is excellent. Keep in mind thatloyal customers are also your most profitable customers.

17. The power of reputation and social brand. Social media presence is no longer an option. And the most powerfulpart of it is the fact that your customers can interact with youone-on-one. They have access to your Facebook page. They can tweet about you with a hash tag. They can post a video about how great you are onYouTube. Social media can make you a fortune or cost you a fortune. Itall depends on the way you respond and the speed of your response.

18. The power of proof. When you make statements or claims about yourself, it’s bragging. Whenyour customers say the SAME THING about you, it’s proof. Proof is areputation builder, proof is a sales tool, and proof reinforces thebelief of everyone in your company that you are who you say you are, and you do what you say you’ll do.

19. The power and joy of rejection. It’s amazing what you can learn when someone says no to you. Much morethan when someone says yes. In both cases you need to understand why the yes or the no occurred. Celebrate the no. It will help you understandwhy and ultimately get to more yeses. The power of rejection, andlearning from it, is the foundation for your resilience and yoursuccess.

20. The power, joy, and celebration of victory. YES attitude! When you’re in sales, nothing feels better than makingone. The power comes one minute after the celebration. That’s when youstart making the next one. Most salespeople stop after one. Big mistake. Your assertiveness is in high gear, your belief system is in highergear, and your attitude, your YES Attitude!, is in highest gear. Onceyou learn that the best time to make a sale is right after you have just made a sale, you’re on the path to doubling your sales.

20.5 The power of opportunity. The most important realization in sales and selling is the one you give toyourself. You do not have a job. You have an opportunity. An opportunity to earn while you’re learning. An opportunity to earn based on yourresults. And an opportunity to grow without limits. If you look at yourpresent position as an opportunity, then all barriers and all negativeswill fall by the wayside as you challenge yourself to be your bestregardless of your circumstance, regardless of your boss, regardless ofthe marketplace, and regardless of any obstacle that is in your way. Ichallenge you to take full advantage of your opportunity.

NOTEWELL: These powers do not act alone. Rather, they act in harmony withone another. One power will not put you over the top. It’s important toknow them all and it is equally important to execute them all at theirhighest level.

Many of you are probably frantically searching for the first part of this article that appeared last week (Click here). Your search is over. Go to www.gitomer.com and enter the word POWER in the GitBit box.

Jeffrey Gitomer is the author of twelve best-selling books including The SalesBible and The Little Red Book of Selling. His forthcoming book, 21.5Unbreakable Laws of Selling, will be available September 3rd, and willfeature a national public seminar tour.  Get the details at www.gitomer.com. It will lead you to more information about training and seminars, or email him personally at [email protected].

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