Are You a Sales Rock Star, or Just a Member of the Band?

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Jeffrey Gitomer Sales Training Are You A Rock Star

When you hear a boss talk about their BEST salesperson, they often refer to him or her as a “rock star.”

It’s the highest praise your boss can give someone on your team. Every salesperson aspires to be referred to in that manner, but very few make the grade.

Many have the talent. Many get to the top of the charts for a month or two. Many make it to number one, and burn out. What’s your rating on the top 100 chart?

If you’re a rock star, it means…

You have superior talent – you can play, and sing.
You can harmonize with everyone else in the band.
You write song lyrics that others identify with.
Your fans don’t just like you – they LOVE you!
You have a confidence, a swagger.
You are a leader. At least of your own band.
You are respected by your peers as a talented player.
People write about you.
People will pay to see you play.
People want (and will pay for) your autograph.
You have proven yourself over time with consistent quality.

It also means…

You know the business of rock and roll.
You have real wealth, not just money.
You could qualify for the rock and roll hall of fame.
You could become a legend.

How do you view yourself?
Are you the Bruce Springsteen of the E Street band?
Or are you just a roadie?

Most salespeople would like to THINK of themselves as a rock star, but don’t display the talent to match their definition.

The fact is, someone else referring to you as a rock star is more powerful than you calling yourself one.Tweet: Someone else referring to you as a rock star is more powerful than you calling yourself one. #sales #gitomer

But there’s much more to it than that.

Ever think about what it took for a rock star to become one? To achieve in the face of doubting people or naysayers? To face rejection after rejection? To spend endless hours practicing and rehearsing? To hone their skills and craft – and THEN to achieve the acceptance of others? Make some sales, and some more sales, and finally a number one song, and a sellout concert.

WOW! – no wonder so few people make it.

And yes, there is a dark side to some rock stars. They become self-abusive. Many put their own lights out early. Luckily in sales, there’s not that much time to get into trouble.

It’s true, not all rock stars are pure – BUT – neither are regular people. Rock stars, like anyone else, have to show discipline and take consistent good actions. Kind of like you.

Think about the rock stars that are familiar to you. Elvis, The Beatles, Bruce Springsteen (the real boss), Little Richard, Buddy Holly, Tina Turner, Roy Orbison, Carol King, Stevie Wonder, Paul Simon, and Aretha Franklin. These people (and lots more like them) achieved their status by putting in years of hard work. All of them LOVE what they do. They wouldn’t trade their position or situation for anything in the world. They rose from humble beginnings to stardom by taking advantage of their talent.

How are you taking advantage of your talent?
How much do you LOVE what you do?
How hard are you willing to work?
How positive can you remain in the face of obstacles?

The love of what you do, combined with your belief in what you do, will not determine your success. It will determine how hard you will work and how dedicated you will be to achieve it. Success just shows up from there.

If you want to become a sales rock star, I think that’s GREAT. If you want others to refer to you as a rock star, I think that’s GREATER. And if you are willing to apply the disciplines that it takes to emerge as a rock star, I think that’s the GREATEST, and I support you in every way.

NOTE OF COINCIDENCE: For the past thirty years of selling, I have always played rock and roll music on my way to a sale. It sets my own internal positive and upbeat tone.

If you want to become a rock star, the first thing you gotta do is learn how to rock.

Want more? Read Rock Star Reality

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The Digital Science of Selling

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It’s 2014, and Jeffrey Gitomer keeps hearing the same old spiel when he’s out shopping.

“The salesperson says, ‘Let me tell you a little about our product,’” says the business trainer and best-selling author. “Dude, I already Googled it. Tell me something I don’t know.”

These days, customers enter stores armed with plenty of knowledge about what they’re going to buy — and they know if they’re being given a runaround. The biggest mistake a retailer can make is to try to “outwit” a consumer, either by withholding information or creating confusion, says Jim Wright, the vice president and general manager of Naked Lime Marketing, a consulting service that works with car dealerships.

“It’s not uncommon now for consumers to pull out their smartphone with the salesperson standing right in front of them to verify in the marketplace what was just told to them,” says Wright. “So what is being communicated to a consumer must be current, accurate, and relevant — or the dealer can lose the consumer on the spot.”

Simply put, technology has turned the relationship between the seller and the buyer on its head.

Tweet: The transparency that the Internet has created has changed the face of salesmanship forever #gitomer #sales“The transparency that the Internet has created has changed the face of salesmanship forever,” says Gitomer.

The modern seller must know more and do more. The car salesman is a perfect example of how the role has evolved. Car interiors have been transformed in recent years, as more automakers have incorporated technologies such as navigation and entertainment systems, and mobile device connections.

Read the full post at Real Business

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