Let's Put Some Lipstick On This Pig? Practical and Innovative Insights for the Selling Professional - Softcover

McGlinchey, Mark

Softcover

ISBN 10: 0972807608 ISBN 13: 9780972807609

Publisher: Business Management Solutions, 2003

Synopsis

About the Title

I’m not insinuating anyone is a pig. Nor am I suggesting you need to be wearing lipstick. I believe the saying ‘let’s put some lipstick on this pig’ originated in the brokerage/investment banking industry. Typically, the saying referred to promoting or selling a stock or investment product, which the broker didn’t believe in or which may not have been in the client’s best interest to buy. It will become obvious that I am diametrically opposed to this process of thinking and this method of selling. While the title was devised to catch your eye, the content was designed to improve your thought processes, strategies, tactics and skills as a sales professional.

About this title

About the Author

About the Author. Mark McGlinchey is recognized as a leading expert in the areas of evaluating, hiring and training sales professionals. Throughout his training career, many Fortune 500 and Fortune 1000 companies have employed his services. Mr. McGlinchey is the founder and President of the McGlinchey Group, a professional training and sales development firm.

Excerpt. © Reprinted by permission. All rights reserved.

Chapter 1: I See the Enemy Daily When I Look in the Mirror

We can all be better. We can all do better. Even the best salespeople in any industry have some room for improvement. Chances are, if you are reading these words, your profession is sales, and you are taking a step towards improving your game. Improvement is always created by change. In sales, improvement can happen in many different areas although for the next several chapters, we re going to focus on self-improvement. What do you need to do? What changes do you need to make personally to become more successful as a sales professional?

Some of the topics we are going to discuss concerning self-improvement are not new or revolutionary. However, there probably will be some material you haven t thought about before. This information may open your eyes and take you to the next level professionally.

In sales, you, the sales professional, are the biggest part of the process. In its simplest form, sales involves four parties you, your company, the prospect and the prospect s company. Of these four elements, there is only one which you totally control and that is you. So let s start to work on you.

Denial:

Denial is part of human nature. Most likely, there isn t a human being on Earth who hasn t practiced denial in some capacity of their everyday life. We witness denial on a daily basis. We see it in the people we love. We see it in the people we work with. Often in movies and TV shows, the plot or the subplot indicates denial. People in the media spotlight, athletes, entertainers, politicians, sometimes disgust us with their denial. Denial has caused wars, ruined governments, and wrecked homes and, in sales, sales denial has limited or ended careers. I really don t think there s a magic bullet or miracle cure to eliminate denial.

If a person is not happy with their weight, often times, they will refuse to step on a scale to monitor their weight. They choose to exercise denial. Until an alcoholic or drug addict seeks help for their problem, they have been exercising denial. Go to a Little League game, don t watch the game, just watch the parents. That is often denial extraordinaire.

Let s get back to the profession of selling and try to focus on how denial could be holding you back. Denial can manifest itself in many ways for the selling professional. The most dangerous or hampering form of denial is career sales denial not recognizing the changes you need to make in order to be better. Denial hampers a person s desire.

Let me give you my definition of desire as it pertains to sales. Desire is a passion for success. Desire is the engine which motivates you to make the kind of money you want to make, to win awards, to be recognized in your profession, to be sought after, and most important of all tucks you in bed every night with a healthy feeling of self-worth.

I have trained thousands of salespeople in the last ten years. Naturally, when you have trained that many people, you ve seen it all the good, the bad and the ugly. I have yet to meet a very good or great salesperson that did not have an extremely high level of desire.

It is the one common denominator I see in all great salespeople their desire, their passion for success which often translates into their money motivation. Attitude, commitment, work ethic, bravery, industry knowledge, product knowledge, a good rolodex and good selling skills are all important elements in a successful sales career. However, you can be weak or lacking in some of these areas and still be extremely successful, if you have a high level of desire.

Therefore, the first thing we need to work on is your desire your passion for success. Desire is the fire and denial is the fifty-five gallon drum of water which puts the fire out.

Edition details

• Publisher: Business Management Solutions
• Publication date: 2003
• Language: English
• ISBN 10: 0972807608
• ISBN 13: 9780972807609
• Binding: Paperback
• Number of pages: 159