Page 247 - Social Media Marketing

236 Walk Like a Giant, Sell Like a Madman

another world of people back at the office who have to deliver on
those outrageous promises and meet those exaggerated expecta-
tions. To be the hero rather than just playing the role and earn a
long-term career with more clients then you can handle, always re-
member: It's not about making one sale; it's about building trust,
retaining clients, and earning referrals for a lifetime.

When you begin to walk like a giant and sell like a madman, you
have bigger shoes to fill, and you tower over the competition. You
may not be bigger than your competitors just yet, but your ability
to rise above them gives you a clearer view of the field and of where
your industry and your customers are going. This "view from the
top" empowers you to become a leader in the marketplace.

In this chapter, I show you how to make rain by embracing
change, viewing problems as opportunities, and becoming a vi-
sionary leader rather than a scavenger feeding on whatever crumbs
the competition leaves behind.

Embracing Change

You have probably heard it said that the only constant is change.
This is true in sales more than in any other career. Almost every
change in the world ultimately affects salespeople. Take a moment
and consider a change that you have seen take place over your
career: the growing popularity of the Internet, NAFTA, cell phones,
the increasing cost of health care, the threat of global warming, you
name it. Every single change in the world influences what people
spend their money on and how they spend it.

When change occurs, you essentially have three options:

1. Fight it. Unfortunately, for many people, including salespeo-
ple, this is the option of choice. They are so accustomed to
doing things a certain way, that the discomfort from having
to change causes them to resist even those changes that could
ultimately improve their lives.