Susan Villamena, Senior Vice President

1. Don’t act like a salesperson – Put aside your own needs so you can focus on the prospect and their needs.
2. Don’t answer questions – Not until you know the “why” behind the question.
3. Don’t tell - Listen with curiosity, empathy, and an honest willingness to get to know the other person.
4. Don’t assume – Validate by asking a qualifying question.

If you manage a sales organization or are in sales yourself, you don’t need me to tell you it’s the hardest job in any company. It’s the only job where, if the customer decides not to buy you don’t get paid, you miss your revenue goals or maybe you don’t get to keep that job. Couple that with all the uncertainty that goes along with growing a profitable business. Not knowing who will say yes and who will say no. With that in mind, if you can embrace two concepts, along with implementing a strong selling strategy, sales will get a whole lot easier.

You have the right to fail. No need for excuses for attempts and failures, you have the right to them. Go for it! Some you win, some you fail. Success = Failure + Persistence.

What a shame that we are sometimes so overwhelmed by our fear that we can’t see our finest characteristic is about to take us to new heights…and its name is courage.