Jeffrey Gitomer July 17, 2013

Every salesperson wants to think of him or herself as powerful but, if asked, would have no idea where their power actually comes from.

Mostsalespeople fail to understand their own power. The reason they don’t is that there is a heavy concentration on what cannot be controlled orwhat is not being done.

This manifests itself in complaintsabout: price, unreturned phone calls, bidding, loyalty to others, andother various excuses about why a sale does not take place and therelationship isn’t being built.

As a salesperson, you have allthe power in the world to make your own success happen. It’s not marketconditions; it’s you’re mental conditions. It’s not customer conditions; it’s your failure to perform in a powerful way. And it’s certainly notthe competition’s conditions; it’s your inability to prove value beyonddoubt and risk.

Let me share with you the 20.5 powers that you do possess and how you might be able to use them and take advantage ofthem to build sales, build relationships, build referrals, earntestimonials, and achieve the sales success that you are striving for…

1. The power of a positive attitude. The way you dedicate yourself to the way you think creates the foundationfor your entire life. Sales is part of your life and requires a positive attitude as fundamental and foundational to success.

2. The power of daily attitude actions. These are actions that you take both in your favor and in the favor ofothers. They’re not just positive; they’re powerful. Attitude actionscreate sales actions.

 3. The power of belief. Belief inwho you work for, what you’re selling, your ability to differentiateyourself from your competitor, and belief in yourself create the fourcornerstones that enable your belief to be transferred to the customer.

4. The power of self-confidence. The power of self-confidence comes from thinking about past wins, andthinking about past accomplishments. Those thoughts become your innerconfidence builder and manifest themselves in the self-confidentappearance.

5. The power of thinking YES! The difference between thinking you can and thinking you cannot, will determine outcome and fate. KEY: Think yes to get yes.

6. The power of keeping conversational control. Salespeople have very little idea about what it takes to keep control of the salesconversation. The answer is in one word: ASK. When you ask you’re incontrol of the conversation. When the customer asks you, you have givenup control. Control keeps you on the path to the sale. Want morecontrol? Easy! Ask more questions.

7. The power of preparation. Most salespeople make the fatal mistake of only preparing in terms ofthemselves, when in fact the customer only cares about him or herself.They want ideas, value, and answers – not your canned slide show. Theywant to know how THEY win. Why not spend twice as much time preparing in terms of the customer? Preparation determines outcome.

8. The power of creativity. Creativity is a science, and you can learn it. It’s based on the perspective fromwhich you see things. And once you begin to see things a little bitdifferently than others, you’ll become more creative. Your customerwants to know why and how you’re different from your competition.Creativity makes it evident.

9. The power of being memorable. For years I have said, “Find something personal. Do somethingmemorable.” It’s all about a random act of kindness that has a directemotional trigger to the heart of the customer. Whatever it is, it mustrelate to the customer and their passion. Whatever it is, it has to have a WOW impact.

10. The power of value. My mantra is, “Give value first.” That way the customer forms an impression of you that’sboth positive and powerful. The more value you provide, the morepowerful you will become, and the more sales you will make. And just sowe understand the word value, it’s preceded by the word “perceived.” Ifthe customer perceives value, then it is.

That’s the first tenpowers of sales success. Study them to get a better understanding ofyour sales power sources. Implement them into your sales process, startto feel the boost, and get ready for the next 10.5 next week.

Ihave created a page of ideas to get your attitude rolling in the rightdirection. If you’d like them, go to www.gitomer.com and enter the words ATTITUDE STARTERS in the GitBit box.

Jeffrey Gitomer is the author of twelve best-selling books including The Sales Bibleand 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 atwww.gitomer.com. It will lead you to more information about training and seminars, or email him personally at [email protected].

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