As I look back at the previous (and what was intended to be the final) chapter, I realize that having the last words in my first book be “Fuhgedaboudit” is probably not where I want to leave you and your career. So, I decided to write this postscript.
There is absolutely no question about it — this is probably one of the best times in decades to be a skilled practitioner of the art of sales. Master this trade and apply it in today’s marketplace and you stand to profit immensely in terms of material success and quality of your professional lifestyle. Why? Four reasons:
- The U.S. and world economies are on a roll. Wealth creation, prosperity, spending, employment, production and consumption are at all time highs. Employers crave skilled sales professionals so their company can claim its fair share of the pie. Potential buyers have money to spend. This is the optimal environment for a salesperson to operate in.
- At the same time, consumer perception of the quality of services available in the marketplace is relatively low. Your potential customers have been taught by adverse experience that outstanding products and services are the exception rather than the rule — that personalized service is a cherished commodity. Provide that service — go the extra Golden Millimeter — and you will.
- Since the sales profession suffers from a widespread adverse perception, many high quality people who might otherwise become your competitors in sales are drifting toward other (and frankly, less rewarding) professions. That leaves the playing field more open for you to score — score good employment, score high sales volumes, score success.
- Commerce in America stands at the threshold of a new business model. The advent of e-business and web-based products and services provides an incredible array of opportunities for the creative small business owner. From information gathering, to product/service distribution, to customer research, to marketing, the web has created a modern day commercial gold rush of unprecedented proportions. Yes, web-based commerce creates challenges and potential threats for those who persist in doing business the “pre-e” way. But traditional companies are already proving that integrating this technology into their business creates new and rapidly growing revenue sources.
Under these conditions, the current opportunities for you to excel as a salesperson, regardless of the industry in which you operate, are enormous. To capitalize on those opportunities you simply need to follow the blueprint in this book to Become The Exception.
Here is more good news: You have already proven that you are exceptional. Simply by reading this book from cover to cover positions you as someone special — someone who is inquisitive, coachable and eager to learn and excel. Combine your high level of motivation with the opportunities available in the current business environment, add a little work on your part to perfect the strategies, tactics, and techniques I have provided in this book, and throw in some real world trial and error with prospects, and you will find yourself among the elite of thell lay claim to an amazing number of loyal customers. sales profession. (And you will add a few more digits to your brokerage and bank account statements.