What do Values have to do with Sales?

Everything. I tend to heed the advice of sales professionals as Brian Tracy and Zig Ziglar. Mr. Tracy notes that "Salespeople are different based on their values. A higher order value always takes precedence over a lower order value. If you place one value higher than another, and you have to choose between doing one thing or doing another, you will always select the action that is consistent with your higher value."

Remember, the first sale we EVER make to any potential customer, friend or partner is ourselves. If the person or business we are selling to can trust us because of our high value set, the other steps of the process are going to become much, much easier.

Once you are clear about your order of values, decision making becomes much easier. 

So how do we start identifying what our current values are and more importantly, how do we know which values are of most importance? Let's let Mr. Tracy tell us how:

Action Exercises

Here are two things you can do immediately to put these ideas into action.

First, think about how you behave, how you choose, whenever you are under pressure. Remember, it is only what you do, your actions, that tell who you really are.

Second, observe how other people around you behave when they are forced to choose. You will only be compatible with people whose values are similar to yours. What are they?

Go sell something.

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