Leadership. Webster's dictionary defines it as the act of
leading. Warren Bennis defines it as "a function of
knowing yourself, having a vision that is well
communicated, building trust among colleagues, and taking
effective action to realize your own leadership potential."
John C Maxwell, in his 21 Irrefutable Laws of Leadership,
sums up his definition of leadership as "leadership is
influence - nothing more, nothing less." I say that
leadership is a compelling intellectual or spiritual force
that moves people to action. However you define it,
leadership is either effective or ineffective.
John McKenna writes of leadership on his blog, The
Leadership Epidemic. His actual premise is that "most
leadership sucks, including yours." I disagree. While there
is certainly evidence to support that some aspects of
individual leadership are ineffective and perhaps lacking,
there is also a great deal to get excited about. Leadership
requires real leaders. Are you up to the task?
Take for example tennis legend Andre Agassi. His passion in
life is educating kids, both in areas of academic
excellence and personal development. He is an incredible
inspiration and has been featured in former President Bill
Clinton's book, Giving. He has a proven formula for
transforming the public education system into a working,
successful and functioning institution. Agassi has
provided stunning leadership in this area, making a real
difference in the lives of countless children and their
families. He carefully used his resources and celebrity
status to springboard his efforts. He has developed a
winning system that can be transposed elsewhere.
This same kind leadership example is necessary in the
selling arena as well. We must take charge and lead the
selling conversation. We must demonstrate for our customer
that we seek what is best for her as we work with others to
provide a solution for her needs. How do we accomplish that?
1. Take responsibility for the process.
2. Genuinely desire to be of service.
3. Ask probing questions and listen carefully.
4. Take action and make progress.
5. Demonstrate commitment.
6. Follow through and follow up.
7. Communicate effectively through each selling stage.
8. Represent your customer's best interests to others.
Customers are looking for your leadership. They want and
need solutions. They want to feel confident that once they
expose their needs to you, the solution process commences
under your watch-care and leadership. They will never
consider your competitors when you demonstrate this kind of
commitment and leadership.
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Daniel Sitter, author of both Learning For Profit, and
Superior Selling Skills Mastery, has garnered extensive
experience in sales, training, marketing and personal
development spanning a successful 25 year career.
Experience his blog at http://www.idea-sellers.com
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