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Article by Anne Bachrach, A.M. Enterprises As in any business, there are certain "core competencies" which consistently lead to success in any industry. How effective you become in each of these areas is a matter of choice. Your choice. Successful people tend to make good choices and less successful people tend to make poor choices. The most successful professionals - the trusted professionals - have chosen to master these competencies while the less successful choose not to. None of these competencies are complicated and each one has at least one capable coach with a track record of success helping people just like you. I have provided resources and contact information with each competency. These may not be the only resources in each area, however they are the ones with which I am most familiar and comfortable referring. I am especially partial to resources who specialize in one competency and understand our business. Make the choice to master each competency and enjoy the rewards of your action. Competency One. The most successful professionals develop a clear, focused, business / marketing / sales plan. This includes the master plan itself, a defined target market, working with strategic alliances, etc.
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800-654-1776 / www.FranklinQuest.com Competency Nine. Perhaps most important, the most successful professionals are continually becoming better. By becoming truly great at their craft. The best professionals attract the best clients rather than pursue them. In addition to the 9 core competencies, certain attitudes are shared by the most successful professionals. These attitudes are reflected in the 9 core competencies, however there is one that should be singled out because it makes all the others possible: Self-reliance. "If it’s to be it’s up to me" is the motto. The most successful professionals take responsibility for their success and their choices. This is measured by their behavior. Behavior like investing their money and time to master the 9 core competencies that help them achieve their next level of success even though they may already be very successful. I say, "Failing with an excuse is not as good as succeeding." The proactive, self-reliant professional simply doesn’t blame anyone or make excuses for their circumstances in life. They don’t blame their company, their manager, their government, their clients, their family, the economy, the media, or any other event outside their control. The most successful professionals recognize that being very successful is a matter of choice. The most successful financial professionals create their own destiny. Consider reading or re-reading The Road Less Traveled by Scott Peck. Where do you stand in each of these areas? Rate yourself from 1-10 in each of the core competencies and go to work on your most valuable asset: yourself. Don’t be a traditional ‘old-school’ salesperson; be a Trusted Professional.
©1999 Anne M. Bachrach, San Diego, CA. All Rights Reserved. Anne M. Bachrach is President of A.M. Enterprises in San Diego, CA. Anne has 16 years of experience training and coaching. Her main focus is training entrepreneurs and salespeople how to build high-trust relationships, on purpose (Values-Based Selling™). The objective is to do more business in less time through maximizing people’s true potential, and ultimately leading them to an even better quality of life. For more information on our services and learning tools, call Anne at 619-554-0136, fax 619-554-0545, or e-mail anne@bachrachvbs.com.
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