I hear this question all the time in the field from sales professionals and sales managers, and in the forums and blogs I frequent. My answer has always been Enthusiasm, Drive and Productivity equals Success. This is step number six on the “Conquer What You Chase” sales training format. You have to have the fire in your belly, the passion to succeed, and the will to overcome all the objections and obstacles you are going to face along the way. Ooh, and I almost forgot, the confidence you must have in yourself to make everyone else around you believe in you and your abilities.
Success is the hardest beast to conquer. The main key is to keep the ball rolling, and stay away from complacency, fear, and laziness. This is where a lot of good sales professionals, who are truly talented self destruct. They are fine where they are at, and quit pushing themselves and fine tuning their skills. They become afraid of the customer, product, or the transaction and become introverted, I am sorry to say but introvert’s will never succeed in sales. Or I hate to say it, they pick up bad habits from all over, hang around negative people and become straight out lazy, this definitely won’t work in sales either.
Successful sales professionals, always start by building a relationship and solid foundation with their client. Always find out who your customer really is, what they want, and stay away from going right to the numbers and information. Learn to take control of the deal and slow them down, and do this by making them believe they are in control. Guess what, everyone wants to be in control but they rarely want the responsibility, hard work and knowledge that goes along with being in control. Know your product, and in the relationship building process figure out what qualities of your product are going to best benefit your client. Don’t tell them everything you know about your product because this will distract them and bore them. Keep the process moving progressively forwad the whole time. Successful sales professionals will walk through these steps methodically, with confidence every time, and almost always close the deal, while the average sales people will all tell each other how LUCKY that sale was.
We all start out as sales people. Those of us with a true drive, our eye on the finer things in life, and the common sense to use our time and talents to grow, and not just kill time become professionals. This is not easy at first, but once you take the methodical steps that work over and over, it is no longer a job or task, but a second nature. I’ve said it before, and I’ll say it a million more times in my training classes and seminars “Sales is the highest paid profession in the world.” Remember we are sales professionals, and we get paid to over come objections, problems, and obstacles, this is what we do! Real growing pains, learning curves and despair will make you more successful then you ever believed. Leave your problems and ego at the door, and come to work to work. These are the differences between sales people and sales professionals.
Another motivational blog written by Noel Walsh NW&A llc creator of “Conquer What You Chase” Sales Training, Motivating and Consulting from Ann Arbor, Michigan. www.nwnasalestraining.com