This week I bought a car, after three weeks of research, a few test drives and fierce negotiations.

When I first walked into the dealership, I was keen on buying the boringly reliable Camry. Then I met Immanuel. "Manny" as his work mates call him, asked me a few questions to ascertain what I wanted. After listening carefully to what I had to say, he organised a test drive of the Camry. After I was done, he asked me how it felt and I said it was quite good and exactly what I was looking for. I did not mention that I felt that the engine was a bit sluggish in comparison to my other car which has a V6 engine, but I didn't expect more from a 2.4L four cylinder engine.  So far, so good.

While we were chatting, my eyes strayed to the car next to us. Following my eyes, he said "That's the Aurion. It has a 3.5L V6 engine and delivers the same fuel efficiency as the Camry. But I have to warn you. If you drive this car, you will not come back and buy the Camry. I drive an Aurion and it is am..a..zing. Take the test drive, it costs nothing!". I couldn't resist and drove the car. Manny was right, this was very different - powerful, smooth and great road stability. I bought the car and paid 25% more than my initial budget. I figured that  if I was going to drive the car for the next four years, the upgrade was worth the pleasure.

Manny sold me the satisfaction of driving a powerful car. While giving me exactly what I wanted in the Camry, he pulled me over to Aurion. There was a big difference between him and a few other car salesmen I met recently, who were bent on selling a specific car rather than listening to me. They all sold Aurions, but Manny helped me buy not only what I needed but also what I wanted. It was about me. In giving me what I wanted, he got what he wanted. He helped me buy from him.

You might sell a premium product or service or have a range on offer. Here is the secret to Manny's success in this deal:

1. He asked the right questions to understand my needs and motives
2. He listened
3. He handled potential objections by demonstrating value
4. He helped me buy and achieved his goals

Customers speak about needs openly, but they don't about motives. If you can seek out motives and help them achieve them, you will enjoy greater sales success, closure ratios and very satisfied customers. The six universal buying motives are:

• + Desire for gain
• + Fear of loss
• + Comfort and convenience
• + Peace of mind
• + Enhanced Image
• + Satisfaction of emotion

Find out how you can discover and meet your customers buying motives today.

I don't think we understood our real goal when we started Federal Express. We (initially) thought we were selling the transportation of goods; in fact, we were selling peace of mind

Fred Smith, Founder, FedEx Corporation

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I have heard it said that "Life is 1% what happens to you and 99% how you react to it".

What do you think?

Over the last ten years, I have worked in and led a number of high pressure, performance driven sales teams. I have found time and again, that we often overestimate the impact of external factors on us and underestimate our ability to do something about them. In fact, I have seen a number of top-performers be extremely successful inspite of less favourable economic circumstances. They seemed to determine their economy rather that be determined by it.

Here's how you can choose to react to this economy:

1. Accelerate your learning: What are you currently reading, listening to or trying that is enhancing your professional skills? Audio books are a great way to learn for people on the move. I recently read a three-hour book called 'Meatball Sundae' by Seth Godin and did most of it while driving. Easy as. Check out Audible.com for audio books.

2. Increase your prospecting bandwidth: Employ at least two major and two minor prospecting strategies, of which at least one method is new in 2009. A friend of mine, a web content producer, recently mentioned that he generates substantial business through Linkedin.com. He spends three to four hours on the site each day. His network is his database.

3. Invest in existing relationships: Work harder to deliver value to existing and past customers. This will increase recall, protect relationships, increase the opportunity to grow as well as generate referrals.

I have also heard it said "Genius is 1% inspiration and 99% perspiration". So, if you were inspired, go ahead and put in the effort. An idea is only as good as its execution.

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In the animated movie Kung Fu Panda, aged and wise grandmaster Oogwe, says to under confident, discouraged, but destined-to-be-Dragon-Warrior, Po - “Yesterday is history, tomorrow a mystery, but today is a gift. That’s why its called the Present.”

You would agree that we have tremendous power and ability over this moment because we can choose what to do with it. Yet, so often we allow frustrations of yesterday and fears about tomorrow to prevent us from choosing to do the best thing today.

Leadership author, John Maxwell says, “The secret to your success is determined by your daily agenda. Everyday you are preparing or repairing.”

So, what is the best thing or things for you to be doing today? Planning how you will achieve your goals, or even taking the next steps, prospecting at a higher frequency, researching inactive customers or opportunities lost in the past or investing in relationships that could yield sustained results.... The list can go on, but you get the point. Only you know what you need to do, based on how you would like your tomorrow to look.

Giving today your best is worth the effort. That way, tomorrow you will start from a better place! Here is a pattern of questioning that will help you connect your longer term goals and desires with the actions for today:

• 100 Km vision (long term) - What is your vision or goal for the year or even beyond?
• 10 Km milestones (mid-term) - Have you broken your goals down into smaller, achievable milestones?
• 1 Km actions (short term) - Are your actions today taking you towards those milestones?

Choice is powerful. Choose to make today your masterpiece. Everyday.

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