“The Specialist” Sales and Management Training Blog

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Hi everybody,

I am really jacked up today. I gave a great training class today. I will share that with you in another post.

Today I want to share with you one of the 8 Basics of Success…Neat Appearance!

You probably all have heard your mom or someone tell you that you can’t judge a book by it’s cover. Well that’s true, but they left out a key part. That is that most people won’t pick up the book if it doesn’t have an attractive cover. You need to present a neat appearance where ever you go regardless of what you are doing. There is always someone watching you. For the sake of this post I have sat in many malls and watched the crowds go by and always the people that stand out are the ones with the neatest appearance.

You see if you stand out people will notice you…If people are noticing you among the thousands in the crowd you never know when an opportunity will come your way that will enhance your life. How many times have you left your house just to run up to 7/11 or something and you’re hoping no one sees you? Well, we all know what happens. Of course, the one person you never wanted to see you in that condition pops up out of nowhere!

I always try and present a neat appearance. But neat appearance plays a much deeper role in sales and management. You would be amazed the young and seasoned alleged “sales professionals” I run into that are at work and their fingernails are dirty. Their clothes aren’t pressed, or worst yet they have some kind of body odor. The funny thing is that in your social life you wouldn’t think of meeting the opposite sex without taking care of all these things, yet in our professional life someone actually has to educate you about the very same things. It has gotten to the point that even people interviewing for jobs look like they just got out of bed! The law requires that you let them fill out an application…you do not have to grant an interview or even begin to hire them.

This next sentence will not win me a lot of friends, but those of you that have been my loyal readers know I show no bias. If you are completely out of shape to the point of obesity and it is not induced by medical reasons all you are demonstrating to your employer or employees is that you can’t take care of yourself. If you cannot take care of yourself how are they supposed to believe you can take care of them or their customers?

Remember what I said in my earlier post, the difference between a successful person and one that is not, is the successful person is prepared when opportunity knocks. Try this one day. Go to your neighborhood mall and stand on the second level and just watch all the people go by…remember, this is one mall out of thousands in the country, not to mention thousands of other places where large crowds gather. Think about it …no one would even know you were there and nothing would stop if you were gone. You must do everything to gain the edge so you can be noticed and get more opportunities in life.

Neat Appearance will make you stand out in a crowd. I cannot tell you how many people I have seen miss opportunity after opportunity simply because thy did not possess the easiest of the 8 Basics of Success “NEAT APPEARANCE”

“The Specialist”

Hi everybody,

It’s Friday and tomorrow is “Open Forum”, so get your questions in before tomorrow night.

Today’s post is on how to acquire Self Confidence. Of course it is one of the 8 basics of success. Let me start by saying this, if you don’t believe in yourself NOONE will believe in you! That is a fact! Think of this, have you ever noticed when a dog that can’t even speak can tell when you are afraid of it? Well, if a dog can can tell that, what do you think a person can tell? When I was single I wouldn’t even date a girl that didn’t believe in herself. If she didn’t believe in herself, how would she ever believe in me? How would she believe in our children?

There is a big difference between confidence and cockiness. A lot of young men mistake the two. You see, everyone would like to have self confidence, but unless they acquire it by chance, most have never been told the formula. SELF CONFIDENCE is acquired with a two step formula.

First, is PRODUCT KNOWLEDGE. Think back to your very first date. The reason you were nervous was you had no PRODUCT KNOWLEDGE. You didn’t know what you should do, shouldn’t do, or better not do! Relate this to your job. The more you learn about your job the more confidence you get.

The second part of the formula is HARD WORK. If you had never had another date after the first one you would be just as nervous on the next one because you didn’t work hard at it. In our social lives working hard at it doesn’t seem to be a problem. It shouldn’t be in our profession either. When I was a young man I was always told everything I could not do, or what I would never achieve. Fortunately for me I was given this formula as a young salesperson and having this secret changed my life forever. No matter what task I undertook, I simply applied the formula.

PRODUCT KNOWLEDGE and HARD WORK. It has never failed me, quite the contrary, knowing this information has enriched my life. If you believe in yourself, you will be amazed how others will believe in YOU, and how easy it will transform into sales. I hope this information will enrich your lives as well.

“The Specialist”

Hello everybody,

“The eyes are the window to the soul”. If you can’t look me in the eyes when you are talking to me you must not be telling the truth! We probably have heard at least one of these statements from someone in your life. There is a little truth in these statements but there is also a lot of myth in them. It is a fact that the biggest liars in the world know that you are indoctrinated to these part truths so they practice to the point of exhaustion in perfecting the art of lying to you while they drill a hole in you with their eyes. In the sales profession good eye contact is a must just because the average person believes these part truths are gospel!

“The Specialist” uses good eye contact with a much deeper purpose in mind. I’m sure you already guessed that. Besides the integrity part, by studying peoples eyes while you are conversing with them not only can you avoid embarrassing situations, but you can see with a slight movement of the prospects eyes that maybe the talking point you are discussing is not appealing to your customer. On the other hand, you may really want to DRIVE a point home when you see a favorable flicker of the prospects eyes. Is this heavy stuff? You betcha. Sales is a profession.

There are a million little things like this that make up the whole. I have literally made thousands of sales by actually switching gears right in the middle of a sentence when I see my talking point is not going to fly. For all the people that fancy themselves as professional salespeople there are very few that really are. If you have been reading this blog the last month, and I have just touched on a fraction of the whole picture, you will see that a tremendous amount of work goes into this profession. I stated in an earlier posting that I know very few people in any profession that are as well trained as a REAL professional salesperson.

In another posting I will show you how to counteract the liars and con men that think they can fool you because they look at you dead in the eyes. Then, and only then, when you have that ability will “the eyes TRULY be the windows to the soul” As always I look forward to your comments and questions.

“The Specialist”