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Expect the Best and Get It
The famous prayer of Jabez, where Jabez prayed for prosperity,
is a model of expectant thinking that we can all benefit from.
"And Jabez called upon the God of Israel saying "Oh, that You
would bless me indeed, and enlarge my territory, that Your hand
would be with me, and that You would keep me from evil, that I
might not cause pain." So God granted him what he requested." 1
Chronicles 4:10.
Jabez was absolutely sure that God would give him what he asked.
He asked in faith with confidence. How many times will we let
our self doubt cripple us? So many salespeople go out each day
without a real plan of action and simply hope for the best, all
the while feeling inadequate for the task. They are doomed
before they start. Since we tend to get just what we expect,
this type of attitude will gain us precious little. Our
customers will sense weakness, timidity and uncertainty. Our
sales volume and resultant income will reflect this situation
clearly.
If it is true that "we tend to get exactly what we pray for", we
need to be vigilant and thoughtful regarding what is happening
in our heads. Don't be a victim of what Zig Ziglar calls
"stinking thinking." Do you expect the best each day, or do you
simply go with the flow? Do you expect to close each sale or are
you simply busy with activity? Are you actively working a daily
plan to achieve your goals or are you simply wandering around
hoping to make your quota? None of these are acceptable for the
professional salesperson. Positive expectancy is the only
attitude to have. Why else would we make a sales call unless we
expect the sale?
Customers can sense desperation. You know exactly what I mean.
They know what you are all about. So, expect the best and get
it. Positive expectancy yields confidence. Confidence yields the
energy that transfers from salesperson to customer during the
sales presentation. That energy transference yields the sale
plus the betterment of the relationship. That customer realizes
that you are the type of salesperson that he wants to deal with.
He will call on you for your services. It is what will set you
apart from so many other salespeople that will call on that same
person that day. The customer will find you to be like a breath
of fresh air. He will not see you as a salesperson, but rather a
confident expert who is capable of meeting his needs. He won't
call anyone else.
I believe, beyond a shadow of a doubt, that Jabez proceeded out
immediately. He did
not wish to waste any time. He knew that
each minute matters. He went on his way with absolute
confidence. He was expectant. He felt ten feet tall and
invulnerable. Please note that he was also humble in the
presence of God. He wasn't arrogant but faithful. He knew that
he was unstoppable. He believed in himself. He expected success
on every sales call. He expected to close every sale. He knew
that each sales call would at least plant the seed for a new
sale in the near future. He expected to eventually close each
sale and yield a constantly increasing number of satisfied
customers. Every effort counted.
Do you think that Jabez awakened each morning, reviewed his plan
for the day and headed out expectantly? You bet he did. Was he
successful? He certainly was. Do you think that Jabez spent some
time planning at the beginning of each month and on each
weekend? Do you think he had a definite plan of action? Did he
have goals? Did he constantly review them, making any necessary
adjustments to his strategy and then proceeding with his plan?
Most certainly he did.
Jabez is an excellent model salesman to pattern your efforts
after. He went to his Boss seeking the appropriate training and
tools for the job. His Boss, seeing his enthusiasm, faith,
expectant attitude and energy, was happy to comply with his
request. He knew that his Boss was confident in his abilities.
Jabez knew that he could count on the Home Office. His car was
clean and his trunk organized. He was loaded with his sales
tools, samples and the latest literature. He wanted everything
slanted in his favor, and it was.
Positive expectancy is a necessary attitude. Would you go to the
bank seeking a new home loan and ask the mortgage loan officer
"I need a loan, but I know that you won't find me qualified for
it?" That is ridiculous, and so is any negative attitude when
selling. Expect the best. Really, expect the best! This attitude
will surely yield positive results, less stress, more fun, more
friends and greater sales.
About the author:
Daniel Sitter is the author of the popular, award-winning
e-book, Learning For Profit. His new book teaches step-by-step
accelerated learning skills and is available at the author's web
site http://www.learningforpr
ofit.com/ and online book merchants. Mr. Sitter, having
expertise in sales, marketing and personal development is a
frequent contributor to several publications.
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