Beyond Competence


Most salespeople strive to be as competent as possible. Competence is important, but it’s not going to make you a great sales professional. Seth Godin, on his blog, writes:

“...competent, inspiring, passionate, obsessed, provocative, impatient, hungry, driven, adoring, inspired, an artist, a genius, someone who cares...With all these remarkable, powerful, important options available to each of us, why do so many of us default to competent?”

Godin is completely right in saying that we should all strive to be more than just competent. So what does this mean? It means that most people do not live a full pallet of emotions – both prospects and salespeople. Your job as a sales professional is to get the full pallet of emotions and to sell those emotions to your prospects. Get them passionate. Get them amped up. That's the goal. You have to get them emotionally engaged in what you're doing. You have to be “Mr. Feel Good.” When you walk into the room, people should say, "I want to be around this person. I want to take this person's advice. He’s competent, he’s professional, and he makes me feel good."

Want our daily content delivered to your inbox? Sign up for the EEFG Insiders mailing list! http://www.eefg.com/eefg-insiders
By noreply@blogger.com (Efficiency Sales Professional Institute-) | |
next post →

Stay in Touch

Call Us

We'd love to hear from you. Call us at 808-333-7225 and we'll be happy to answer any questions you have.

Recent Insights

  • Sales Productivity

        As a business owner and sales professional, having the ability to analyze metrics and performance statistics is vital to my success. Early in my career when I was working primarily in sales, I would log and analyze all... read more

  • Now or Never

        Does your To-Do list have hundreds of items on it? Do you often find yourself putting off tasks for later? If so, you may want to consider reexamining the way in which you manage tasks. While the To-Do... read more

  • Highlight Your Experience

      One of the best ways to capture a prospect’s attention is to highlight your experience working in similar situations. While it’s not necessarily a good idea to “toot your own horn” (particularly when you’re first introducing yourself), emphasizing specific... read more