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Drew Stevens CPSP
there are numerous sales professionals representing hundreds of thousands of
companies. And there are millions of home based businesses-they too sell
products to clients. Many are professionals and just as many are not.
What is it then that separates the successful representative or business
owner from the rest of the field?
on my 20 years of sales, sales management and sales training, I can narrow
it down to seven, yes only seven common traits. These seven concepts are the
ones that help establish presence, professionalism and perfection and can help
place large amounts of commission and revenue
dollars in the bank.
you possess these traits they will
help you grow your business and place you on the road to financial freedom.
They have a passion for selling
They have high energy. No
one likes a monotone sales professional. People enjoy working with people
that are fun interactive and entertaining. I am not saying that a sales
professional has to perform magic tricks but they must know how to engage
engage by being enthusiastic, by loving your audience and loving your
product. Once you embrace these vital issues you can sell anything to
They are self starters.
professionals that do not need hand holding and understand how to operate
without much direction are typically the most successful.
They are proud and excited about being with their company and products.
customers want to be educated about the products that they intend to
purchase. What motivates buyers are energetic and knowledgeable that know
the industry, know the product and know the competitors.
enthusiasm expressed here is based on a system that I teach entitled
"The Knows." You must know what you can and cannot commit to.
Never lie, never cheat and never ever over-commit. In order to succeed your
must KNOW how far you can go, based on how much you KNOW about your product
and customer. If you never KNOW, the only sound you will ever here is NO!
They understand the sales process. Graduates
of Dale Carnegie, Sandler, Wilson Learning or a graduate of my sales course,
recognize that a sale is a process. Successful sales professionals
understand that you need to know how to conduct the following:
you understand the process, a sale and a prospect becomes easier to
understand. Destination recognition in the process enables successful sales
professionals plan better strategy and close more sales. Yes, this step is
part of the planning step mentioned earlier in the article. As you go
through the sales maze it becomes much easier when you understand the which
area you are presently in to assist you in getting closer to the end.
They are confident.
is the ability to suffer through all of your trials and tribulations.
Confidence is maintaining focus, sticking to your plan and measuring your
They do their homework.
where do successful people go to find new customers, how about their present
customers? First you must get a copy of the annual report. Read the
information to determine what type of products the client is developing.
Understand the competitive landscape and how your product or service can
thwart competition. Learn about the competitors for new business
you obtain the report, read the president's message, the financial
information and lines of business, Try to understand where your products fit
within the organization's umbrella. You might discover a new area that can
benefit from your service. Second, look at the firm's WEB site and review it
for updates to the annual report, look for business climate changes. And,
look for the anomalies in business so that your product or service can
resolve the issues. Finally, ask your current contacts. It baffles me that
over 92% of average sales people never ask for a referral. However, 98% of
successful sales professionals always do.
the newspapers and press releases for the most current business information.
Determine from your readings how your service or product can assist
potential clients during good times and bad.
sales person that does their homework and studies the customer and the
changing landscape will learn how to quickly adapt to market conditions by
finding solutions to customer issues. By becoming one with the customer and
understanding their respective business you become a reliable business
partner for today, tomorrow and well into the foreseeable future.
seven qualities are only a fraction of the characteristics of successful
sales professionals. However, by becoming more cognizant of the most popular,
you can begin to invoke them into your daily habits. When you begin to
recognize and emulate these habits, true rewards will come. Remember, Andy
Warhol once stated everyone gets 15 minutes of fame, however it is my hope
and intention that by using these characteristics you will be successful
every day of your sales career.
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