How To Be The Star

Dear Jean,

I’m a salesperson with a national firm.  I do pretty well, but the woman they call their “star” salesperson is making me crazy.  She gets all kind of privileges and she looks trashy.  Jean, I always wear a stylish suit or dress and I am careful about my makeup, hair, nails, etc.  For some reason, I sure don’t get a trip to Bermuda.  What should I do?  Shorten my skirts and lower my neckline?

Reply:

I’m assuming that she earned those trips to Bermuda by winning contests.  Something I read recently said that we all wear a pair of magic magnifying glasses.  When we look at something, whatever we focus on increases.  If we look at the problem, the problem increases.  If we look at the solution, the solution increases.

My best advice to you is to look at the solution.  What is it you could be doing to increase your personal production?  Do you need to make more calls?  Do you need a refresher on closing the sale?  Do you qualify your prospects properly?  Do you have excellent time-management skills?  If she can be the national sales star, so can you.  Don’t spend any more time thinking about her.  She is living in your head rent-free.

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