A Learning Mindset

from THE CENTURION'S MISSION: SALES MAGAZINE--FEB 2021 PREMIERE ISSUE

WILLOW DIAMONDS WILLOW DIAMONDS

I just finished a book that I struggled to appreciate, almost to the point of abandoning it. I happen to subscribe to author Ian Caldwell’s assertion that “the worst thief is a bad book,” to the extent that time invested reading a bad book is stolen from other more worthy endeavors, not least of which is reading a good book.

stores, and on the supplier side of the business, will benefit from a commitment to continuing their sales education.It has never been easier to embrace learning in digestible bites. We are fortunate to have so many passionate and credible voices in our industry and I know that you will have the opportunity to read many of them in the pages of this and future installments of MISSION: SALES.

Some of those articles will resonate more than others and you’ll find yourself philosophically aligned with some authors more than others. On the whole, however, if you take the time to make a habit of reading these contributions, you will find wonderful sales nuggets to help further develop your sales skill-set.

When it comes to sales training, in any form; in-store, videos, articles or books, there are no silver bullets, magic potions, or perfect courses. No one trainer or point of view has all the answers, or even most of them. And there is no end game, where you check a box. The process of learning is an ongoing commitment, and it requires two key elements:

1) A commitment of time to constantly sharpen your sales skills and

2) An open mind to take something from sources, even if you don’t agree with everything written or said.

I have written often about the power of sales wiring with salespeople. I am convinced that the single most important thing you can do for your businesses is to hire and identify (sometimes they reside within your own company but aren’t currently working in a sales capacity) people who have sales wiring.

People who are self-motivated, people with empathy, people who have the necessary resilience to thrive in an environment (post pandemic) where there is always going to be lots of rejection, people who are naturally optimistic. Those traits are fundamental to sales greatness.

That said, everyone who makes their livelihood selling jewelry, whether in independent jewelry stores, chain stores, department

Great salespeople don’t rely on sales meetings, or motivational speeches alone to become better. They know that sharpening their skill-set requires a mindset of continuous learning. They know that despite their success, there is always a little something more than they can do each day to maintain their edge. They know that the fuel for superior sales performance is fed daily by consuming small, digestible bites. MISSION: SALES is a welcome addition to the landscape.

So, what did I learn from the book I was reading?

On the eve of World War Two, only about 10% of engagement rings had diamonds. The single biggest catalyst for change was De Beers’ Diamond Is Forever campaign that was launched in 1947. Who knew?

Peter Smith

President, Mémoire and Hearts On Fire

(Chow Tai Fook No. America)

Reach out to Peter at psmith@ctfna.com

Author of Hiring Squirrels, 12-Essential Questions To Uncover Great Retail Sales Talent and Sell Something, Principles and Perspectives for Engaged Retail Salespeople (available on Amazon.com)