Your Self-Esteem Drives Your Success
Credit: Bill Gillespie
Your self esteem dictates everything!
Your self image guides how you manage business challenges, sales objections, price and conflict. Your expectations and ultimately your success are driven by how you see yourself. Content matters but your manner is more important.
Years ago I was doing business with a soft drink giant. This was before smart phones. If you had a mobile device it was in your car.
My largest account was an agency. I was in their office. My beeper started blowing up. I wrapped up my business and headed for the soft drink company.
When I arrived a rant started. I was scolded for 20 minutes about being unavailable. He didn't want to call my CSR and the delay made him mad. He shouted, "I'm #1 with everyone else but #2 with you. I hate how that feels."
I responded, "I know you aren't asking me to do less with them so you can be #1...so I'm guessing you want to know how much you need to spend to be #1. $750,000 more." He had no answer.
Was I arrogant? I don't think so. He could get what he wanted and I knew I was delivering back breaking service. I was respectful but I made it clear I wasn’t a second class citizen.
My sales grew by $750,000 that day and every year afterwards. Groveling wouldn't have delivered the same result.
Know your value. Do the work and ask for the business. Do what it takes to deserve it. Don’t apologize for wanting success for yourself.
- Categories:
- Business Management - Marketing/Sales
Bill Gillespie has been in the printing business for 49 years and has been in sales and marketing since 1978. He was formerly the COO of National Color Graphics, an internationally recognized commercial printer and EVP of Brown Industries, an international POP company. Bill has enjoyed business relationships with flagship brands including, but not limited to, Apple, Microsoft, Coca Cola, American Express, Nike, MGM, Home Depot, and Berkshire Hathaway. He is an expert in printing sales, having written more than $100,000,000 in personal business during his career. Currently, Bill consults with printing companies, equipment manufacturers, and software firms. He can be reached by email (bill@bill-gillespie.com) or by phone (770-757-5464).
