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7 Lessons in Salesmanship from Rocky

Has anyone ever asked you to confess an embarrassing fact about yourself, one that you don’t admit to many? Well, I have little pride and am always happy to answer this question.

I love Rocky movies.

Rocky Balboa is the classic American hero: An ordinary person in extraordinary circumstances; the lone underdog who is rough on the outside but lovable on the inside; who despite the odds being stacked against him, prevails in the end. Rocky is one of the greatest characters of all time.

There is a lot of wisdom we can learn from Rocky Balboa, and if you are in sales, the lessons Rocky can teach are especially precious. So, with that said, let’s explore some Rocky-isms that can help lead to greater success.

Believe in Yourself

“Until you start believing in yourself, you ain’t gonna have a life.”

“You stop this fight, I'll kill ya'! “

Self-belief is arguably the most important indicator of success. If you believe in yourself and in your dreams, the chances of success are far greater. Everyone has greatness within them…you can move mountains…you can do anything you want. But the difference between those that do and those that don’t lies in their level of self-belief. If you believe you are capable of succeeding, you will succeed. So, simply believe.

Be Persistent

“Let me tell you something you already know. The world ain’t all sunshine and rainbows. It’s a very mean and nasty place and I don’t care how tough you are it will beat you to your knees and keep you there permanently if you let it. You, me, or nobody is gonna hit as hard as life. But it ain’t about how hard ya hit. It’s about how hard you can get hit and keep moving forward. How much you can take and keep moving forward. That’s how winning is done!”

“Every champion was once a contender who refused to give up.”

Persistence is among the greatest qualities a professional seller can possess. Face it, these days everyone has more on their plate than they can handle. Getting anyone to answer their phone or email is hard enough, let alone convincing them to set aside time for an appointment. If you have a determined spirit, can work past the challenges, and keep moving forward, you will make it. Combine this with patience, good timing and old fashioned manners, and even the most resistant of prospects will respect you and eventually open the door.

Be Tenacious and Persevere

“Sure, your mind may be telling you to quit and stop because enough is enough, but you have to overcome that voice in your head and continue. It’s all a mind game. Once you can ignore that voice inside your head that tells you to quit, you can achieve anything you want in this world.”

“Going in one more round when you don’t think you can. That’s what makes all the difference in your life.”

This goes hand-in-hand with persistence. In fact, they’re kissin’ cousins. Perseverance is about overcoming adversity and moving forward. The next time you hear “no”, and your mind is telling you to stop…keep going. Better yet, celebrate, for with each “no” you hear, you are one step closer to “yes”.

Take Ownership…No Victim Mentality.

“Now, if you know what you’re worth, then go out and get what you’re worth. But you gotta be willing to take the hits, and not pointing fingers saying you ain’t where you wanna be because of him, or her, or anybody. Cowards do that and that ain’t you. You’re better than that!”

“Nobody owes nobody nothing. You owe yourself.”

It is very important to take control of your own destiny. A lot of people believe that whatever happens, happens…as if their destiny is out of their control. It’s no surprise that their success, or happiness for that matter, ends up being characterized by mediocrity.

It doesn’t matter what you have done for others, they don’t owe you anything in return. So, when you so something for someone else, do it in this spirit. Expect nothing in return. You will be surprised how better you feel about yourself, and how things tend to return to you ten-fold anyway.

You make the moves. Take ownership.

Be a Problem Solver

Paulie: [about Adrian] What's the story? What's happenin'? Ya really like her?

Rocky: Sure, I like her.

Paulie: I don't see it. What's the attraction?

Rocky: I don't know. Fills gaps, I guess.

Paulie: What's 'gaps'?

Rocky: I dunno, gaps. She's got gaps, I got gaps. Together, we fill gaps.

Chances are no one really needs, or cares about, what you are selling. There is always someone with a better product or lower price. Instead, understand that your job is to help the customer solve their problems…fill a gap. By doing so, you will move beyond “salesperson’ and become more of a partner in their business. So, take time to understand your customer’s world and what are the daily challenges they face. Help resolve those challenges and you will forever hold a special place of respect and appreciation in their mind.

Be There

“I’m standing here. You don’t have to look far to find me.”

It may be old school, but in these days of Go-To-Meeting, Skype and video conferencing, nothing can replace meeting face-to-face on your customer’s turf…and the more often, the better. You will build relationships that are deep and well-grounded in trust. Take time to go the extra mile and seek to understand their world, their surroundings. Your efforts will be both appreciated and rewarded (and the points add up!).

Be Flexible

“If I can change and you can change, everybody can change.”

Companies often forget that they exist to serve a greater marketplace, not the other way around. A key responsibility of any good salesperson is to keep their company fully abreast of the ever-changing marketplace. We all know how things are changing at record a record pace with new technologies, new competitors, and disruptive innovations. Embrace the change and help your company be on the leading edge. Your customers will appreciate your agility and lean on you and your company as they adapt in their own environment.

Be Humble and Never Speak Disparagingly of Your Competition

Reporter: “Hey Rocky, do you have anything derogatory to say about the Champ?” Rocky: “Derogatory? Yeah. He's great”

There is nothing to be gained by “talking smack” about your competitor or their products. By doing so, you demean your own credibility and character, your most precious assets. Instead, keep the focus on the positive you can bring to the customer. Allow your actions and product to speak for themselves. A little bit of humor doesn’t hurt either.

Yo! I have attached the link to Rocky’s inspirational speech to his son. This is my favorite…


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