| Recently Warren Buffett, one of the most successful | | | | yourself, how will your client believe in you? So you |
| businessmen of our time, was asked what he | | | | must look "inside "of you daily and have this Positive |
| thought was the best investment anyone could | | | | Mental Attitude that W. Clement Stone talks about. |
| make in these difficult times. He replied simply: "The | | | | · After belief comes enthusiasm. How well do |
| most important investment you can make is in | | | | you convey this enthusiasm? The main thing in selling |
| yourself." | | | | is not the product or service, but you. You represent |
| In this article I want to explore what is this first | | | | the item being sold. The client buys you first. So if |
| principle of selling and why it is so pertinent in order | | | | you are enthusiastic, the client will catch that positive |
| for you to succeed in sales. | | | | energy from you and will move forward. |
| I call it the "You" investment. Think about it for a | | | | · Always keep learning: either from your |
| minute. To get that sales job you had to invest in | | | | mistakes or from mixing and networking with |
| your best attire for your interview. You or your | | | | successful salespeople and business people. One of |
| parents invested in your education. Along the way | | | | my coaches, Jay Abraham, used to teach this unusual |
| your employer invested in you because they believed | | | | method of expanding our knowledge base: If your |
| in you. | | | | favorite topic was, for example, gardening, he would |
| So what does it take to become a sales success? | | | | swap the gardening book with someone else and |
| Well, there are many strategies, but I believe that | | | | give you a book on carpentry. So you were forced |
| you need to have a solid foundation to start with. It | | | | to acquaint yourself with unfamiliar topics so that |
| all starts with you and the idea that in selling the | | | | your self education became broad and varied. What |
| learning curve is never ending. I am not just referring | | | | this means to you as a sales person is that when |
| to buying books and listening to tapes. They are all | | | | your client talks about fishing, interest rates, politics, |
| good, but you must go beyond. | | | | etc. you can engage in a meaningful conversation and |
| Investing in yourself means self education in many | | | | develop trust. |
| areas: | | | | That could very well be the best advice Mr. Buffett |
| · Have a strong belief in your ability and be | | | | has ever offered. If ever there were a time to take |
| confident at all times. If you do not believe in | | | | control of your future, it's now. |