Entrepreneurs are a particular breed. You cannot easily explain what makes an entrepreneur successful. Some say it is an innate trait to be successful-they are born with it. I say that entrepreneurs dance to their own drum beat. They are each unique. This article is not the silver bullet of what makes a successful entrepreneur, but my take after examining several successful business people. They are DEDICATED. They will not stop until they are done. There are no half measures neither a loss of focus. They don’t have “Plan Bs” and neither do they have an exit plan. They are committed to the task and purpose of their business. Will there be distractions? Yes, but they are able to identify a distraction and move on. Their dedication to the business is like a faithfulness that makes sure that they stick with their “baby” through thick and thin. Their dedication relies on a belief system of success-in-small- doses. They are INQUISITIVE. For an entrepreneur intelligence is no prediction for success. Some may be intelligent but is not necessarily their intelligence that gets them ahead. Most of their knowledge is gained through being inquisitive. So inquisitive that they read, ask questions, watch, research and listen to all lessons, tips, studies, whitepapers and people that can assist them to get ahead as an entrepreneur. And when they learn they apply their knowledge. You know what I mean. Remember some of your friends from school who were “the least likely to succeed?” Less intelligent than you? Suddenly later in life they are more successful than you. They are great CONNECTORS. Whether it is connecting with people or connecting the dots, they always see the bigger picture. With regard to people, they don’t burn their bridges or rule out any relationships
Addicted to Success 1. Take it easy (productivity) 2. Who you calling lazy? (fitness) 3. Your body is a temple (health) 4. Put your mind to it (mental) 5. Friends are forever (social) 6. You deserve a break today (leisure) 7. Blood is thicker than water (family) 8. We only get one earth (sustainability) 9. Pigsties aren’t a great place to work or live (cleanliness) 10. Wildcard
Your intro should be the stage of the sales process where you gain the interest of the prospect to want to hear more. If you are in telesales this is the where you want the prospect to give you some time to present. If you are in face to face sales, you want the appointment to sell. The introduction is not the stage of the sale where you sell. This is not the part where you mention prices, costs etc. You can mention general ball park figures or potential savings but this is done just to spark interest. If the prospect asks if you are selling anything, my response is: give me a few minutes of your time Mr Prospect, who knows at the end of our time together you may just be buying and I won't be selling. This is said as a joke and can be a crucial ice breaker in the introduction.
Note that i did not say the human selling process. The reason is because it's not about you but the prospect. To many times sales people place to much emphasis on themselves. They focus on how much time they are investing/wasting on the prospect; the targets that they need to meet; the inability to control their emotions in the face of rejection; their manager putting too much pressure on them; etc, etc, etc. Once you understand these steps of the human buying process, you are half way to success. These are steps that involve a psychological decision making process on the part of the prospect and something that we as sales people need to be aware of and control. Many sales people today disregard this buying process and don’t identify the steps properly. As a result many of them miss/jump certain steps without making sure that the customer is with them in this process and will be with them when they close. That is the reason many sales people don’t close a sale-because the prospect is still the INTEREST stage. They mistake interest for buying signal and prematurely try to close the sale. With these steps of the buying process it is your job to move the prospect from stage to stage. The first crucial step in this process is to eliminate Fear. You need to understand that all potential prospects have a certain fear within them when approached by a sales person. You then move them from fear to CURIOSITY in your introduction. While in your intro you make them curious so that they want to listen to you to hear more. You then get to the presentation part and here you need to gain their INTEREST. Still in the presentation, you lay out the features