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    Sell Sell Sell
    Sell Sell Sell
    Sell Sell Sell
    Ebook180 pages2 hours

    Sell Sell Sell

    By Gregory J. Gaumer

    ()

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    About this ebook

    Sales professionals at any experience level can learn the secrets to a winning career. From perspective and mindset to strategy and technique, this book will show you how to break free of average and lead the pack in sales.

    As a sales professional, you k

    LanguageEnglish
    PublisherPalmetto Publishing
    Release dateAug 20, 2024
    ISBN9798822954540
    Sell Sell Sell
    Author

    Gregory J. Gaumer

    Gregory J. Gaumer is a combat veteran, having served in the USAR for seven years, including during the Iraq War. He has worked in business sales, operations management, and is currently a regional sales manager in the oil industry. From service to his country to leadership in the private sector, Gregory brings decades of experience and training to teach readers how to win over clients. He holds a BA in communications from CSUSB and an MBA from Argosy University.

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      Book preview

      Sell Sell Sell - Gregory J. Gaumer

      Chapter 1

      INTEGRITY AND ETHICS IN BUSINESS AND LIFE

      Often known as the golden rule, the general concept of treating others as you would like to be treated remains undefeated. This rule is widely agreed upon and shared by nearly every religion and philosophy of life. While the golden rule is not the only law to follow to be an ethical person who operates with sound integrity, it is an absolute must for any of it to matter in the first place. The simple fact is that you cannot achieve great success in sales without a personal brand that screams integrity and an ethical backbone. You cannot create that Teflon personal brand without the ability to treat others with the respect, kindness, and generosity that you would like to receive from them. You also must be able to call yourself out when you take wrong actions, including saying things that may have been a poor choice. Integrity is an all-the-time thing without exception.

      Selling is often misconstrued as a me-first profession that involves nonstop schemes and tactics to coerce potential buyers into making purchases so that the salesperson can feed their family. On the contrary, selling starts with your internal vision of what sales are and, more importantly, what you want your brand and legacy to be among your buyers. You must be honest with yourself about who you really are and whether that aligns with who you wish to be. You can change any and every aspect of yourself by changing your thoughts, but your thoughts can only facilitate that change if you are willing to be uncomfortable and even suffer a little. There is no life without problems, as the solution to one problem is also the creation of new ones. You must accept your personal flaws and honestly decide which ones are worth the baggage and which ones you could probably live without. Doing so forms the foundation of a strong ethical backbone. It also enables you to establish boundaries with others.

      The subject of integrity and ethics is often laughed off or skipped entirely when discussing sales success, but this is the piece of the puzzle that dictates your longevity and sustainability among the top players in your chosen industry. Most sales theories will start with prospecting skills, pipeline design and management, and other tactical skill sets aimed at increasing sales and closing rate. These skills are all important, and we’re going to cover most of them, but these skills are meaningless if the person deploying these skills is weak in character. Your character is what is inside you; it’s not something that can be masked or hidden. Your character is who you are inside and is controlled by the thoughts you allow yourself to have and the actions you take because of those thoughts.

      Developing a strong character is simple in theory but very difficult to do in real life. Most people, especially salespeople, have no issue demonstrating strong character and integrity in front of customers or their bosses, but what you do in front of others is not the test of character. As many wiser individuals have said, the true test of character is what you do when no one is looking. Character is your true self and cannot be covered up. You cannot hide who you are from yourself. You can trick everyone else, and that will eventually catch up with you, but you can never trick yourself. The easy way is to just accept yourself for who you are. Doing so will open the door for others to see your true self, and they will be less likely to feel threatened by your presence. If someone else has a problem with you, tell them to suck a rock. This is your life; make sure you’re the one living it.

      Whether you come into this reading as a sterling example of high character, integrity, and ethics, or you have some work to do, the way forward for everyone is the same. If you follow this next step, you will be able to unlock your true potential for success. Are you ready? The key is this: Always be truthful, always. Be truthful with yourself, and be truthful with others. A friend once told me that telling the truth is just easier because you never have to remember what you said. The best part of unwavering honesty, especially with self, is that you never have to apologize and give away the leverage of your character to another. If you truly want to be in control and be the master of your destiny, be always truthful and honest in every scenario. You will never go wrong with this strategy. Truth works like a protective shield from the dark forces of external bullshit. Be truthful about how things are with yourself and everyone around you. Everyone involved will be extremely grateful.

      Your first customer is you, so the first person you must convince to like you is you. We all have those annoying people in our lives who are always constantly full of it, and our eyes roll every time they speak. We all know people who have situational integrity and can never be trusted when the matter at hand is of dire concern. As you think of the people in your life who fall into these categories, be truthful with yourself if you also fall into either of those categories. Often, we have no problem telling a small lie here or there and speaking the truth that best fits our own best interests, but understand that every time we do that, we are openly degrading our characters. The long-term cost of low integrity is the highest price payable to your brand and image. Without a brand built on a foundation of consistent adherence to the highest standards of ethics and integrity, you may get something here and there, but in the long term, and most often, you will have nothing. Character is everything to your success, and honesty is everything to your character.

      To end our discussion on integrity and ethics, let’s take a look at what they are and what they are not. Integrity is living your life according to the values you represent. Ethics are the moral principles that determine those values. While moral values can and will vary greatly among cultures and individuals, integrity to those values should not. As a sales professional, your job is not to make everyone like you. This is one of the greatest misconceptions about selling that exists, and it has killed many a sales career. People buy from people they trust, not people they like. Be who you are and be unwavering in aligning your thoughts and actions with your true values. When people see you for who you are, it allows them to be who they really are as well. This then allows you to help others, which is the only path to true gains for

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