In Go-Givers Sell More (the “how-to” follow-up to The Go-Giver), John David Mann and I explore the “Five Elements of Value” within Law #1, The Law of Value.
The first Element of Value is…Excellence.
Excellence, in the sales process, is about more than just competence — however, let’s begin there.
Excellence includes knowing your product/service inside and out and understanding your competitor’s product/service.
It includes knowing your prospective and current customers’ issues so well that you’re able to provide insights to help them in ways they had no idea they could even be helped.
Excellence is also about continuing to learn and study, as well as constantly improving yourself with the goal of attaining mastery.
Key Point: Excellence is *not about* holding yourself to an impossible standard of perfection, but rather investing yourself consciously in everything you do with an intention of bringing your greatest abilities to the task at hand.
It is to create a “habit of excellence.”
And there’s something else that excellence includes, which is also very, very important.
We’ll look at that in the next post.
Exercise: Do a personal accounting regarding the above aspect of excellence, and think of areas that might be helpful to work on.
