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| Management Tools |
| Successful Salespeople |
In sales, the will to win is the essential life force, but it isn’t everything. Here are some other positive characteristics of top sales performers that distinguish them from their average associates:
A Positive Thinker with a Strong Self-Image
Successful sales people usually feel good about themselves, their environment, their jobs and their chances for continued success. A positive sales person rarely worries about the negatives of the job, but merely accepts what comes and makes the best of it. A salesperson with a strong self-image is not worried about calling on the most terrifying executive.
A Planner and a Realist
A successful sales person does not “wing-it” on sales calls, but methodically plans out each call in order to maximize time with the client.
Goal-Oriented with High Standards
Goals are an essential part of the sales person’s long term strategy. The best standards are high standards that are reasonable, realistic standards. If they are set too high the result is frustration.
Patient and Persevering
Selling requires being comfortable with the fact that much of one’s efforts will be in vain. A good salesperson treats each customer as if some day they will become the best of his accounts.
A Great Listener
Experienced sales pros know that listening to a customer is much more important than dominating the conversation. It is always important to remember, “more products are bought than sold.”
Source: The ProEmp Journal
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