At the age of 86, Michelangelo said these words. Translation: “Still, I am learning.”
Those who have not worked in the day-to-day competitive world of business development often misunderstand the world of professional sales. Many think it’s all about being the gregarious, extrovert who can sweet-talk his/her way to the prospect’s wallet. Others may perceive the job to be simply showing up with an armful of information and brochures and simply the prospect will buy. If it were that easy, everyone would want to do it.
Professional selling has to be an on-going education in three areas. First, you must be a professional communicator. Understanding people’s preferred communication style, developing the relationship and working to craft compelling questions is essential. Second, we need to constantly counter the high-rejection that comes with the job. Business development is a career where failure is daily. People say “NO” to you and developing a strong ‘backbone’ is required if you are to survive and excel in this business. Finally, you must be planned and disciplined. Every day you have to start fresh and be proactive.
We’re talking about the elements of the “Success Triangle” - Techniques, Attitudes and Behaviors. These things are not static. They change with the customer, the market and the times. Continuing to upgrade your techniques, attitudes, and behaviors is essential in any profession. Those who believe that this process has an end are undermining the profession.
What was the result of Michelangelo continuing to learn at 86 years old? Genius, respect, success.
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