"I find the great thing in this world is not so much where we stand,
but in what direction we are moving."
We firmly believe that regardless of your "field position" in life and your
career now, you can win from where you stand. Begin today putting into practice
these thirteen winning traits of super salespeople.
1. Be and stay committed to goals. Know what you want to
achieve. Be totally committed to that goal. View defeat as a temporary
thing.
2. Be and stay self-disciplined. Self-discipline is
developed when you stop doing what you know you should not do and start doing
what you know you should - whether you like it or not. It is forming the habit
of doing the right things right. It is having always a sense of
urgency.
3. Be and stay knowledgeable. Continually accumulate
usable information. It gives you a competitive edge. Have the facts and figures
ready before plunging into an interview. Do your homework. Question people who
know. Be the best-informed salesperson your prospects ever meet. You'll earn
their respect and gain their business.
4. Be and stay a relationship builder. Build the trust
level in all you do. Earn the reputation of being 100 percent
reliable.
5. Be and stay self-confident. Do this by feeding your
mind regularly just as you feed your body. Confidence is not the absence of
fear, it is the conquest of fear. Do the thing you're afraid of and you'll
develop the confident, winning feeling.
6. Be and stay enthusiastic. Generate an excitement about
what you are selling. It will overcome many shortcomings.
7. Be and stay an assistant buyer. Prospects are best
convinced by reasons they themselves discover. Once you establish trust, then
you can assist the buyer in recognizing a need and acting upon the solution.
Prospects are interested in discussing their business with you only when you
indicate by your questions that you intend to show how your proposal will
benefit them.
8. Be and stay perceptive. Form the habit of paying
attention. Deliberately train your eyes to see and your ears to hear.
9. Be and stay a skillful communicator. You sell with
words and expressions and stories. Study all three carefully. You must gain the
prospect's understanding and understanding depends on what you say and how you
say it.
10. Be and stay a perfectionist. Demand excellence of
yourself. It attracts and builds credibility. Don't tolerate mediocrity. There's
no room for compromise among professionals.
11. Be and stay physically fit. This develops the capacity
to work hard and long. Be a self-starter who displays a high continuing level of
drive.
12. Be and stay financially sound. Personal budget-keeping
is back in style. Get a good handle on your living and business expenses along
with your anticipated earnings.
13. Be and stay persistent. Always bounce back. In
selling, failure means very little if success comes eventually. Resolve to
perform what you should; perform without fail that which you resolve. Get up
when you fall down. If you get into the game - stay in!
