Explanation about how to apply the 5 Powers of a Champion to sales preparation as a strategy to succeed in sales. Also refer to selling health, energy, knowledge, skill, confidence, value, motivation, excellence, pride, esteem, character, courage, determination, benefits, Ron Kurtus, School for Champions. Copyright © Restrictions
Applying the 5 Powers in Your Sales Preparation
by Ron Kurtus (20 November 2004)
Before you meet with prospective customers, you need to prepare yourself for the sales process. The 5 Powers of a Champion™ consist of fundamental factors for success in achieving a goal. These factors are the important part of your preparation and will increase your ability to make a sale.
Questions you may have include:
- What are the 5 Powers of a Champion?
- How are they important to preparing?
- How will they help me with the sale?
This lesson will answer those questions. There is a mini-quiz near the end of this lesson.
5 Powers
We have found that there are five important factors in achieving a goal. They form a basis for the School for Champions.
- Health
- Knowledge
- Value
- Excellence
- Character
A good salesperson should seek to enhance those factors for him- or herself in preparation for a sale, as well as to use them during the demonstration to help the prospect make a decision.
(Also see Applying the 5 Powers in Your Sales Demonstration after reading this lesson.)
Preparation
Before you meet with your prospects, you want to prepare yourself with the 5 Powers. Much has to do with your attitude and how you will deal with the prospect.
Health
Your physical, mental and spiritual health is important to provide yourself with the energy to be effective in sales.
Physical health
Taking care of your health with good food and exercise, as well as avoiding the intake of toxic materials will help your energy level.
Mental health
Negative self talk, abusive criticism from family or supervisors, and other factors can affect your mental or emotional health and well-being. A person with a lot of hang-ups is not very effective in selling.
Avoid toxic people and make sure you get the praise you need--even if only from yourself--to keep your mental state healthy.
Spiritual health
Be thankful for your blessings, whatever your religion. Spiritual health gives you an added boost.
Knowledge
Seek knowledge about the product or service you are selling, as well as the sales process. Build up your selling skills through practice and analyzing what went right and what went wrong.
Acknowledge your successes in sales to increase your confidence. You can build your confidence by acknowledging little successes and building to larger ones.
Value
To be truly motivated, the job must give you rewards. Not only do you want to make some good money, but you also would like satisfaction from your work.
Celebrate your successes. Praise is great, but some supervisors or managers don't give it. At the very least, give it to yourself.
Excellence
Doing your best and acknowledging your achievements builds your esteem. A person who is proud of the work he or she does communicates that pride to customers and prospects.
Character
Sales isn't an easy profession. You need to have courage and determination to go out there and keep trying. Good character is important. It is like the saying, "When the going gets tough, the tough get going."
Benefits
There are great benefits from applying the 5 Powers of a Champion to prepare for sales:
- When you take positive steps in enhancing your health, you will have more physical and mental energy to make your sales.
- When you have knowledge and skill, and effectively use your natural talents, your will gain confidence that you can make those sales.
- When you see value of your work, such that you are not only well paid, but you also get satisfaction in what you are doing, you will be motivated and enthusiastic about your work.
- When you do your best, you feel good about yourself and have pride in your work.
- When you are courageous and determined, you will get the job done.
Summary
You need to prepare yourself for the sales process. The 5 Powers of a Champion, consisting of health, knowledge, value, excellence and character can guide you in your preparation and will increase your ability to make a sale.
Be ready for anything
Resources
The following are some resources on this topic.
Websites
How Sales Techniques Work - From "How Stuff Works"
Books
Mini-quiz to check your understanding
1. What can affect your mental energy?
2. What motivates a salesperson besides money?
3. Why does a salesperson need determination?
If you got all three correct, you are on your way to becoming a Champion in Sales. If you had problems, you had better look over the material again.
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Applying the 5 Powers in Your Sales Preparation