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Thursday, February 9, 2012

6 Rules for Success

Jack Welch, author (Wining), and the Retired CEO of General Electric offers six rules for success:


1. Control your destiny, or someone else will.

2. Face reality as it is, not as it was or as you wish it were.

3. Be candid with everybody.

4. Don't manage, lead.

5. Change before you have to.

6. If you don't have a competitive advantage, don't compete.

Take a little time with each one and see how you’re doing:

1.      Every sales profession must ask themselves: “What is my destination and how am I getting there?”.  Control your destiny, or someone else will.

2.      Selling is changing. The majority of product and services are becoming commoditized ... buyers  are increasingly unable to effectively differentiate products and services between competitors. According to CEO of “Selling Power” magazine Gerhard Gschwandtner, 70% of all purchasing decisions are now made online before the buyer has even seen a sales representative. Face reality as it is, not as it was or as you wish it were.

3.      With the availability of information and options readily available, being honest and trustworthy is more important than ever. Be candid with everybody.

4.      Customers don’t need a salesperson, they need peer guidance from someone who possesses a skill set of product knowledge, industry knowledge, and executive insight.  Customers don’t want your product, they want your insight; they need someone to lead them towards the successful accomplishment of their business objectives (positive impact on the P&L statement). Don't manage, lead.

5.      There are new tools available to salespeople including social media. Are you embracing change by working on the leading edge of using them to create value for your customer? Change before you have to.

6.      The days of having a competitive advantage for any significant amount of time are over. Typically you have less than 6 months before the competition imitates. Your only competitive advantage is YOU and can never be commoditized. If you don't have a competitive advantage, don't compete.

How do you differentiate yourself and create value?

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