RAB Research Archive

Are You In Love?



“Eh-eh-aye, I’m on vacation, every single day 'cause I love my occupation, Eh-eh-aye, I’m on vacation. If you don’t like your life then you should go and change it.” Those are the opening lyrics to a song by Dirty Heads that I’m hearing a lot these days on my local radio station. If you’re looking for a song to get you up and motivated in the morning, I can’t think of a better one.

When you wake up in the morning, are you excited and looking forward to the day? Are you happy to be going into your office, whether that is another room in your house or an actual office location? Sure, we all have a few days where the excitement might wane, but for the most part, do you have a positive expectancy for the great things you will accomplish today?

This excitement and positive expectancy is not just something you feel, it’s something you see in others, and your clients see it too – or they don’t. Do you feel it now?

Dr. Wayne Dyer was an internationally renowned author and speaker in the field of self-development. He wrote more than 40 books, 21 of them New York Times bestsellers. Dyer says that in order to be good at selling, you have to first fall in love with what you do.

"You don’t sell your product, because every product in the world has some validity, and there is another product out there that will satisfy the customer’s need just as well."

What quality does a successful salesperson have that others don’t? According to Dyer, the answer is serenity. Serenity is a sense of calm or a quiet confidence. Successful salespeople work for the customer’s quota and not the quota their companies set. This means, as we’ve said before, they work to solve the customer’s problems and are totally focused on the customer. They are always asking “How can I serve you?” Whether making a presentation, following up with customers, prospecting, networking or closing, the difference between the average performer and your top performer will always be enthusiasm. According to Dyer:

"When you are filled with enthusiasm for what you sell and can convey that, it doesn't matter what product you're offering, the people will want it."

Sing it with me, “Eh-eh-aye, I’m on vacation, every single day 'cause I love my occupation, Eh-eh-aye, I’m on vacation if you don’t like your life then you should go and change it.” Link to the song in Apple Music here.

If you can sing that with enthusiasm, you’re on the right track.

Jeff Schmidt is the SVP of Professional Development. You can reach him at Jeff.Schmidt@RAB.com. You can also connect with him on Twitter and LinkedIn.

Source: Jeff Schmidt, RAB





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