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In case you didn’t know, Jack Welch was Chairman and CEO of General Electric from 1981-2001. During his tenure the company’s revenue jumped nearly fivefold. Fortune magazine named him the “Manager of the Century,” and in 2000 The Financial Times named G.E. “The World’s Most Respected Company” for the third straight year. This guy knew how to make things happen.

If salespeople would learn and follow his simple framework for success they would benefit greatly. He operated by a six-step formula he labeled, E.E.E.E.P.R. Here is a short description of each step. It will quickly become obvious why those who possess these traits will rise to the top of any company or enterprise they are associated with.

EEnergy: You need to wake up in the morning with the desire to bounce off the walls and love it; full of optimism and enthusiasm. You’ve got to be able to play hurt without it showing. Folks with these traits have nearly as much excitement left at the end of the day as they started with at the beginning of it. They are not complainers but have a love for work and a love of life.

EEnergize Others: It’s not enough to thrive on action yourself. You must be able to get others excited to the point they are revved up to the point of no return and take action on your recommendations. You must be a great communicator with an upbeat attitude, regardless how tough it gets.

E Edge: An edge is that ability to know when to quit looking and studying things and grab the flag and charge the hill. The edge is missing when people are emotionally unable to pull the trigger. As Yogi Berra said, “When you come to a fork in the road…take it.”

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E Execution: This is a skill that means a salesperson flips switches and pushes buttons in order to forge ahead through resistance, obstacles, and chaos to cross the finish line. They realize winning is about results.

 PPassion: This trait is a sincere excitement about work. It‘s authentic and involves a deep caring for customers, coworkers, and friends. Passionate people have an immense desire to learn and grow, and have a good feeling when others around them do the same. Passion is not restricted to work but spills over to personal life and just oozes out of their pores; evident to all around them.

RResilience: All salespeople make mistakes, commit stumbles and fall. But the key is to be able to regroup and hard-charge ahead with confidence. That’s what resilience is all about. The only way to know you have it is to get knocked off your horse, but get up and come back, harder and stronger than before.

The good news about these six traits is that anyone can learn to possess them. People aren’t born with any of these but through desire, persistence and determination they can be learned and channeled into providing phenomenal success for you, your business, and your family.

————I’m No Jack Welch, BUT————

If you want a successful sales career I too have a formula that I wrote a book about. The book, Sell is NOT a Four Letter Word, contains 8 chapters revealing my successful sales formula of Enthusing, Essentializing, Engaging, Exploring, Elaborating, Encountering, Executing, and Expanding. Take a free look here and if you like what you see, order a copy and I’ll ship it for FREE!

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