Be The Best Sales Person at Your Law Firm
I met with the CEO of a major law software company last week. They are the company that allow law firms to make money while they sleep. (If you want to be introduced let me know). The best thing that Grahame said to me was... “Boyd, you’re a salesman!” On the way back from London on the train I thought a lot about this comment and decided to share my thoughts. Because until someone sells something, nothing in this commercial world actually happens. There's no marketing, no finance, no law firm! How are you as a salesperson? Because, being your best and hoping that people buy isn’t such a crazy idea. In striving to be your best you generally get smarter and better than other people. Because most people really don’t reach half of their potential. What I love about you is that you took the time to sign up to this newsletter. (And many have been with me for 12 months now - thank you.) You demonstrated that you are motivated enough to learn. So I want to share with a like-minded person my list of what I do to be as great as I can be. Here’s what I focus on. Smart. – I try to be smart. Flexible enough to think on my feet rather than trotting out the same old stuff as everyone else. Self-motivated. Nobody has to tell me what to do. I know what to do and why I am doing it. I work to learn and earn every day. Great Attitude. How much of my success is attributable to attitude? 10% No. 40% No. 90% Yes. Everything starts with a positive attitude. Excellent Communication. I want to be compelling. I want to tell stories that resonate. I want to be believable, clear and concise. Physically and Mentally Fit. I want to exercise my body and my brain. I want both of them to be fit to take on the day whatever it’s going to bring. Mental and physical press-ups are required to live to the full. Computer Skilled. I can’t have the excuse that “It’s all too difficult to keep up”. The Internet rules the economic world. Ignore this fact and in 10 years you’ll be unemployable. Goal Driven. Having a goal is basic to success. Devising and persisting with a plan to get there is key to success. Action is genius and I need to act on getting to my goal. Dedicated to Success. I want to achieve something every day. It keeps the momentum going. It keeps me dedicated to my goal with visible progress. Past Success. Every time I do something successfully I imprint it on my memory by squeezing my left index finger. Those memories give me confidence. I can access that success feeling any time I want by pressing on my finger. A Career, Not a Job. It’s not about how much I earn this week or this month. It’s about how much return I get on what I am investing in. Give me a pound and 50% commission rather than £2 and 10% commission. I’m more interested in personal development and success than money. I dedicate myself every day to becoming better. As a result people value me more. Lifelong Student: Accept I don’t know, then learn. I know I don’t know everything. I accept it. And I will never be someone that knows everything. I am a "lifelong learner." I love helping others. There’s nothing better than helping someone become successful. There’s probably something missing from the list. Ah...Sales Skills. But do you know what? It’s better to have a positive attitude and brains than selling skills. Because selling skills can be learnt. Whereas being smart, happy and striving to be the best I can be is totally up to me. Where do I get help to help me think? Books. And I surround myself with positive people. If you have never read anything about personal development try a couple of books out and let me know how you get on. Take a look at these on Amazon. Psycho-Cybernetics by Maxwell Maltz MD The Strangest Secret by Earl Nightingale Think And Grow Rich by Napoleon Hill Power of Positive Thinking by Norman Vincent Peale You can get all these books for £12 or so second hand. Take them on holiday and read them. Read them instead of watching TV. Read them on the train instead of trash news. I guarantee it's money and TIME well spent. and for a taster of personal development books try clicking here
It makes me proud to be a salesman.
http://www.greatlegalmarketing.co.uk/sitedata/Misc/01---The_7_Habits_of_Highl.pdf
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