When each of us had the
privilege of becoming a sales professional, we all had our own unique
experience. There was one common denominator however that we all shared.
We all had to go through
the following 5 stages. As you read through them see what stage you are in, ask
others what stage they think you are in, and become aware if you are stuck in a
stage that you don't want to be in any longer.
I think awareness is the
key to personal and business growth. When I discovered that I was stuck in one
of the following stages, just awareness alone jolted me forward in my sales.
The first stage is
necessary because we all have to start somewhere:
STAGE 1
NO SIZZLE
The words tell it all.
This is the stage where you are brand new on the job or new to the product line
or even the location. In this stage YOU DON'T KNOW WHAT YOU DON'T
KNOW.
This stage usually lasts
3-6 months.
I have watched so many
salespeople in my profession come and go through this "learning curve." This
stage is very difficult for people that have always been know it all's.
They usually fake their way through this stage. They never want to admit that
they don't know anything.
When I started in sales I
was in this stage for at least 3 months following instructions on a "need to
know basis" I would pick up the phone make MANY marketing calls, get rejected,
actually get used to being rejected, then bingo…someone wanted to hear more
about my service. I would put the person on hold and get to one of the office
pros to find out exactly what the answer was for this clients question.
I was told, "You are in a
numbers game so keep calling" I became the top producer in a very short time
always knowing to stay on the phone and that rejection was a big part of all the
stages.
STAGE 2
Aware of "sizzle" but don't know what to do
about it
This stage comes along
after you start knowing a little more about your product or service. You have
had enough training formally or around the water cooler to realize
NOW YOU KNOW WHAT YOU DON'T KNOW
This stage lasts anywhere
from 6 months – one year. It is a humbling stage because everyone seems to know
the game your in but you. You now realize that there are so many other elements
for making the sale happen that this stage can be quite confusing.
Information starts pouring
in through others in your business, articles you read, or the questions you are
asked by potential clients and still don't know the answers.
In fact you start
wondering if you ever will know the answers.
This is the stage where
people give up, quit, or get fired.
I was in this stage at
least a year, and suffered burn out . I remember telling my boss "I can't do
this anymore, I keep doing my numbers, seeing some results, but there is still
so much to learn" She was a very wise woman, because she saw my potential and
knew it was just a matter of time before I would go to the next stage and be
hooked. She gently explained what burn out was (which helped ). She also shared
the purpose and reason for what I was doing and formulated a "plan of action"
that worked for me.
22 years later I am still
in the same profession.
STAGE 3
USING "SIZZLE" BUT DON'T KNOW WHY
This stage was my reality
check! When I reached this stage I remember exactly how I knew I was in it.
The UC stage means:
YOU ARE NOW COMPETENT
BUT DON'T KNOW WHY
This stage should only
last a few months. Unfortunately I was in this stage far too long.
I was the top producer,
enjoying all my recognition, when suddenly my Boss asked if I would share my
knowledge at one of our staff meetings.
I happily said yes only to
find out as I worked on my presentation that I had no idea why I was successful.
I certainly didn't "feel" like I was at the top of my game and I was right.
I don't think you can
claim to be at the top of your game until you can explain to others how you got
to where you are. When you are able to dissect your sales techniques and explain
point by point to someone what you did to become a top producer you will be able
to move on to stage 4.
STAGE 4
AWARE SELLING THE SIZZLE WORKS …PREPARING TO
USE IT OFTEN
This is a great stage to
be in because you are now COMPETENT AND VERY AWARE WHY YOU ARE COMPETENT
This stage is where you
still ask questions, still learn, role play…but you are now having fun doing it
because now there is a reason for everything you do.
You now consider yourself
a true professional in your field. You have built rapport with clients, started
a meaningful database and manage your time effectively.
You might even be the
person at this part of the stages that would ask yourself "will this make me
money today" I am sure you can't wait to see stage 5 because stage 4 sounds
pretty darn good to you. Well here it is:
STAGE 5
"SIZZLING" NATURALLY
This is the stage that you
are now a NATURAL in sales. This is the stage where people might say "how does
he/she do that?"
Or "someday I want to be
as good as him/her"
You now…KNOW YOU ARE
COMPETENT, KNOW WHY YOU ARE SUCCESSFUL , AND HAVE BECOME A NATURAL.
All the training, reading,
trials and errors have paid off
Congratulations. You are
the sale person everyone wants to be. You have learned how to be the ultimate
professional and it looks like you do it effortlessly.
As I go across the country
teaching about the ultimate salesperson there are not a lot of sale
professionals that feel they are in this stage.
In the next chapter I am
going to share with you (after interviewing hundreds of the Stage 5 Pro's ) what
7 habits they had in common.
