This article is part of the Sell Without Selling Out series, where I publish learnings based on my human-first approach to sales. Grab your copy of my new book Sell Without Selling Out (shipping 2-22-22) today and claim awesome free bonuses (like my implementation playbook).
Early in my sales career I came across a Vince Lombardi quote.
It really resonated with me at the time.
And it still does.
Because I’d graduated from college with no discernible job skills.
So, naturally, I went into sales.
And I was struggling to define who I was as a seller and how that related to who I was as a person.
Those two have to be in sync if you want to win consistently.
I forget where I first saw this particular Lombardi quote.
It’s nominally about winning.
In truth, it’s about much more.
Winning is a habit. Watch your thoughts, they become your beliefs. Watch your beliefs, they become your words. Watch your words, they become your actions. Watch your actions, they become your habits. Watch your habits, they become your character.
You are the sum of your thoughts and beliefs as they are translated into action by your habits.
That’s your character.
It’s defined by what you routinely do on a daily basis.
It’s become a cliche in sales to say that people buy from sellers that they know, like and trust.
However, sales is a people business.
And your character is the first thing that another person first perceives about you.
Character Precedes Trust. And Knowing. And Liking.
The ability to connect on a personal level with another human is paramount to your success in sales. This connection is all about character.
Want to know how important character is in sales?
Ask yourself the following questions:
- How often do you invest your time in getting to know someone whose character you don’t respect?
- How often do you like someone whose character you don’t respect?
- How often do you trust someone whose character you don’t respect?
Will a buyer purchase from a seller whose character they don’t respect?
Sure, anything is possible.
However, it’s just not very probable.
This is newsletter #2 of a 3 part series on Character in Sales.
Next week I’ll be giving you 4 Interview Questions to Learn About a Seller’s Character.
P.S. My new book Sell Without Selling Out is released one week from today (2/22/22). This is not another work of sales fiction. A story about morphing overnight into a sales superstar. There’s none of that BS here. Want to experience the energy, impact, and fulfillment that come from being the best version of yourself in any sales situation?