Conclusion

Congratulations. Youve covered a lot of material, and have successfully graduated through all ten steps of your Sequential Model. Welcome to this years graduating class of sales entrepreneurs. You are now part of an elite group of professionals.

Now the fun begins. Application of the strategies and techniques throughout the Sequential Model enables you to navigate with confidence through the entire sales call, steadily moving your customer toward a buying decision. Your completed Sequential Model is a continuous loop guiding you through every aspect of the relationship, with each completed step setting up the next. Your biggest challenge now will be to unlearn cherished old sales habits and to embrace the new techniques outlined throughout the Sequential Model.

Change is a prerequisite to success. Learning is a sequential process marked by stages of growth and development. Learning is cumulative. Practice is the key.

A central theme throughout the book focuses on the role and responsibilities of sales entrepreneurs. Sales organizations are slowly reshaping themselves to foster entrepreneurial approaches to selling. You are no longer expected to be servicing a territory, but managing a business. The future will not be an option for sales representatives-they need not apply.

I share with you a comment from a very successful sales entrepreneur: You beat 50% of the salespeople in North America just by working hard. You beat another 40% by being a person of honesty and integrity. The last 10% is a dogfight in the free enterprise system. I agree. His comment is a strong reminder of the importance of embracing an entrepreneurial code of conduct, guided by your Sequential Model.

Earlier in the book I discussed the importance of a winning edge and the compelling influence that attitude has on your personal life and your career. The importance of the five attitudinal pillars and how they are intrinsically linked to success cannot be underestimated. Attitude drives skills. Without it all other skills are handicapped. Attitude is a powerful differentiator in a world of fierce competition riddled with pick me, pick me competitors.

One of the emerging challenges of our times is not about price or product performance-its about providing after-sales service that exceeds the expected, that delivers the 1% Solution. Use effective implementation and follow-up strategies to minimize your customer attrition rate. Complacency is the most common thief of good customers. Let them know frequently that you think of them and you still love em.

Again, congratulations on a successful journey through your Sequential Model. I leave you with three powerful words: JUST DID IT

P.S. I would love to know how these strategies are helping you. Send me your success stories at: < tim@spectrain.com> or fax me at (403)269-3483.

Thank you.

Celebrate and reward yourself. Ask: What went right?

Tim Commandment #10