Waldo Waldman |
Your Wingman!®
Lt . Col. Rob "Waldo" Waldman
Waldo
Waldman builds team unity within organizations as a high-energy
leadership and inspirational speaker. A former combat-decorated fighter
pilot with corporate sales experience, Waldo brings an exciting and
valuable message to organizations by using fighter pilot strategies as
building blocks for peak performance, teamwork, leadership and trust.
His clients include AFLAC, Hewlett-Packard, John Hancock, Nokia, Bank
of America, NY Life, and Home Depot. To download Waldo's Top Gun
Motivation mission briefing, visit Motivational Speaker (http://www.YourWingman.com) or call 1-866-925-3616. |
Waldo Waldman
has written 1 articles for SB Informer. |
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How to Become a Winning Sales ACE And avoid getting shot down!Waldo Waldman
September 23, 2008
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If you want to test the true character of a person, see how they
respond to adversity. Watch how they handle the pressure of a lost
sale, an angry client, or a difficult boss. What do they say? How do
they act? What is their emotional state? Do they freeze up and get
angry, or do they buckle down and increase their focus and commitment?
The
same holds true for those who would assume the mantle of leadership in
business. When adversity hits, how they respond in the market will
determine their ability to stay in business and win. Leadership – both
on a personal and organizational level – ultimately drives the actions
taken amidst crisis and change.
Today's economy is full of
adversity. I call them "missiles of business and life." It seems we are
being fired at every day. Rising costs of fuel, shrinking budgets,
demanding clients, and a lack of qualified (and loyal) employees all
create an intense and constantly changing environment. As soon as we
think we defeated one missile…BAM! Another one is fired. As soon as
profits start coming in…BAM, another competitor enters the fight.
The
missiles will come and you will be fired upon. It's not a matter of if,
but when and how often. The key is NOT to get shot down!
This
week we saw one of the most reputable giants in the financial industry
– Lehman Brothers - get shot down. Just a few years ago, who would have
thought such a thing could happen? But it did. And it will happen
again. It's just the nature of business…and life.
In fighter
combat, the best pilots who are able to adapt to adversity and change
are called ACES. They prepare relentlessly and are the most focused and
committed under pressure. They are the respected and accomplished
leaders in their squadrons because they don't run away when fear knocks
on their door. They buckle down and ultimately take action.
The right action.
Here are a few WingTips that can turn you into an ACE and help you avoid getting shot down on your next mission:
A: Attitude + Action. Attitude does not determine altitude. Attitude plus Action does. Being
positive and enthusiastic is a critical component of success, but your customer ultimately rewards your actions, not your positive attitude! An attitude that breeds confidence is a by-product of disciplined
preparation and mission rehearsal. When dealing with a price objection,
last minute competitor, or late product shipment, it's the commitment,
focus and sense of urgency you have to fix the problem, provide value,
and deliver results that counts.
C: Customer: Success in
business is not about you, your company, or your product. It's about
your customer. Prior to each meeting, gather the latest, up to date
intelligence (from multiple sources) and commit yourself to meeting the
needs of your customer. Be original. Come prepared with questions.
Learn about the person you're meeting. If you're not focused 100% on
your customer – your target – you shouldn't strap on your jet to fly.
(By the way, it can't hurt to learn about your Competition too …but only after learning about your customer.
E: Environment: Every mission is unique. What works with one client or industry, may
not work with another. The environment in which you and your customer
operate will ultimately determine your tactics. Was there a recent
merger or perhaps some lay-offs at the company you're meeting? How's
their stock price? What's the nature of the industry you're operating
in? Who are you meeting? Who is the decision maker? What resources
(wingmen) do you have that can help you prepare for your meeting? Never sell by the seat of your pants!
Take it from somebody who's been shot at in real combat, the winning ACE's in business and life prepare for the worst, but then expect the best.
They acknowledge adversity and develop the confidence to overcome it by
hard work and focus. But being an ACE is not easy. You can either "push
it up" on your throttle and defeat the missile, or pull it back and
risk getting shot down. It's your choice.
I hope you'll push it up!
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