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You've Got Style

How well can you sell? Very, if you develop your own way of doing it.
February 1, 2008

How do you create your best selling style? By using the techniques of the top producers and then selling with confidence? Actually, there is no one way to do it, nor one single person whose style you can imitate to get you there. The greatest salespeople I've ever met, worked with and interviewed over the past 25 years all have unique styles. What they have in common is how they've cultivated their skills and strategies from many qualified people and resources. It becomes dangerous when we follow only one person or one way and fail to keep our minds open to other possibilities and mentors. Great salespeople have an uncanny way of collecting information and creating their own styles. I call it the CDC process to selling: collect, discard and create.

Not everything or everyone you learn from will help you hone your style of selling, so take what's useful and discard the rest. The only way to remove information on selling is by constantly adding fresh ideas that push the others out. I've heard the word burnout more in the sales profession than in any other. That's because many of us stop learning and studying new ways to be effective. The mind is like a well: If we don't keep taking water from the well, it goes stagnant. If you're not constantly putting new information into your mind and getting rid of what doesn't work for you, you go stagnant. Learning is how you stay fresh, current and motivated.