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Sales & Marketing Speaker Asks: How Are Gifted Sellers & Speakers Different?

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To get anything of magnitude done, whether it’s in business, politics, the arts, education, or your personal life, it helps if you’re fueled by conviction and by passion.

You should be convinced what you’re doing is the right thing, and your level of conviction should be exceedingly high, approaching the fervor of a zealot, at times.

For example, let’s say you’re a trainer, and by this term I include consultants, coaches, teachers, managers, and business owners. You’re trying to instruct people in the art of selling or in making effective presentations and speeches.

How can you accomplish this task, of literally changing people’s lives, without being an advocate for what you’re doing?

Take public speaking. What do you have to endorse, at least informally or tacitly to be a great instructor?

(1) Anyone can improve with training, and most can improve, substantially.

(2) By improving, great value will be added to people’s lives.

(3) By improving, society at large will be enhanced because more people will vigorously participate in public debate and in matters of State, resulting in a more representative and more democratic leadership and society.

(4) By improving, greater understanding between people will be accomplished, resulting in trust and the expansion of trade, commerce, and career opportunities.

(5) By failing to improve people’s skills, we prevent them from expressing and safeguarding their interests and those of people who need their help. We also make them inviting targets for those who would exploit their timidity and lack of skill in expression.

When these factors are considered, the public speaking or sales trainer becomes very important, indeed. He could mean the difference between profits and losses, between employment and joblessness, and between upward social mobility or permanent fixation in near poverty.

In other words, a lot is on the line when teachers teach, and trainers train.

They’re not merely imparting information, in the same way that a superb musician is not simply struggling to play notes in a given sequence.

Their tools are certainly in the realm of the here and now, but their motivations and achievements in transforming people are nothing less than transcendental.

When you ask most salespeople what informs their success, many will say “Believing in my product.”

They’re undoubtedly right; you need to be convinced a product will do what it claims to do. But to really rise to the top, you need to also appreciate that what you’re selling will change people’s lives for the better, and focusing on that, advocating that, will make you that much more effective.

Tapping into conviction as a trainer, a teacher, a salesperson or as a speaker, then earns you the adjective, “gifted.”

Dr. Gary S. Goodman, President of & The Goodman Organization is a popular keynote speaker, management consultant, and seminar leader and the best-selling author of 12 books, including Reach Out & Sell Someone and Monitoring, Measuring & Managing Customer Service, and the audio program, “The Law of Large Numbers: How To Make Success Inevitable,” published by Nightingale-Conant. He is a frequent guest on radio and television, worldwide. A Ph.D. from USC’s Annenberg School, a Loyola lawyer, and an MBA from the Peter F. Drucker School at Claremont Graduate University, Gary offers programs through UCLA Extension and numerous universities, trade associations, and other organizations. He is headquartered in Glendale, California, and he can be reached at (818) 243-7338 or at: [email protected]

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  • Posted On December 31, 2006
  • Published articles 283513

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