It’s nice to see that things that are tried and true always come back. At least, this is how it is with things that are legitimately useful. Time marches on, and often brings all sorts of changes, and each generation has enormous contributions to make toward our systems of doing things, and thinking about things. The rate of change sometimes exceeds our common sense, however, and it’s necessary to go back and figure out what worked before, and conceive of ways of bringing these back into the present where they belong. There are some things that are always true, and it’s interesting how we sometimes forget these. Perhaps because they are the most essential, and the things of common sense are often the ones that get overlooked.
There’s no doubt that misery loves company, but the same is said for all of its opposites. Like attracts like, and in sales, this is especially true. It’s also one of the truisms that we seem to forget, and have to go back and get reminded. Sales process improvement begins with the assumptions that worked so well for other generations. Sales breed more sales, and in part this is because a customer knows a good thing, but it’s also got something very essential to do with the salesperson. That essential thing, of course, is confidence, and the best way to build confidence is to give people the tools to make success possible.
It also has a lot to do with developing the persona that people like, and are naturally attracted to. In employee training, team members can learn the elemental characteristics of what kinds of people have a winning edge, and how to develop those traits and habits. These are all elemental things that haven’t changed over time. Success might have subtle differences from a generation ago, but the basic rules are still very much the same. Following the basic laws of attraction can help to develop a very powerful and magnetic sensibility, for individuals as well as for organizations. In a world as busy as ours, it’s necessary, and often indeed a pleasure, to go back to the basics of common sense, and then learn how to develop it.
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