wow!

wow!

Written By Jeffrey Gitomer
@GITOMER

KING OF SALES, The author of seventeen best-selling books including The Sales Bible, The Little Red Book of Selling, and The Little Gold Book of Yes! Attitude. His live coaching program, Sales Mastery, is available at gitomer.me.

What’s your WOW factor?

Here are fifteen characteristics/words that epitomize a WOW salesperson. WOW Factor scoring
1=poor
2=average
3=good
4=very good
5=the greatest

1. Persistent (relentless) 1 2 3 4 5
2. Prepared 1 2 3 4 5
3. Best 1 2 3 4 5
4. Creatively different 1 2 3 4 5
5. Funny 1 2 3 4 5
6. Truthful 1 2 3 4 5
7. Real (genuine) 1 2 3 4 5
8. Compelling 1 2 3 4 5
9. Fast and to the point 1 2 3 4 5
10. Skillful 1 2 3 4 5
11. Knowledgeable 1 2 3 4 5
12. Courageous 1 2 3 4 5
13. Memorable 1 2 3 4 5
14. Long-term 1 2 3 4 5
15. Able to get to yes 1 2 3 4 5

Add up your score and rate yourself
70-75 = WOW
60-69 = AOK
50-59 = NOT TOO WOW!
15-49 = DUD Getting to WOW is identifying weaknesses in the preceding 15 areas, making a plan to strengthen them one by one, developing the self-discipline to carry out the plan, and taking action to practice and implement the changes. You can do it if you want it bad enough. Are you WOW?
Rate yourself on these 5 get-real questions…

Would I buy it if I were the buyer? 1 2 3 4 5
Do I have what it takes to stick with it, stick to it, and do it until it’s done? 1 2 3 4 5
Will the prospect be moved to act as a result of my presentation? 1 2 3 4 5
Will the prospect go home or around the office and talk about me in a positive way? 1 2 3 4 5
Do I epitomize the 15 WOW characteristics? 1 2 3 4 5

There is a challenge and sacrifice needed to put WOW into your selling process. If you have the fortitude to put the package together, then you must put your WOW in front of the prospect. Here are the final steps to incorporate WOW into your presentation. Notice that all are intangible.

  • Focus on your target.
  • Have your dreams ever present in your mind.
  • Put your passion in your presentation.
  • Don’t ever let them see you sweat.
  • Let them feel your belief in yourself and your product.
  • Never quit.

In sales it all boils down to one word… yes.
To get there more often, use WOW.