Gail Lankford Sales Psychology Training Coach

Motivational Sales Strategies," the power of positive attitude"

How To Transform Your Sales Career Into A Successful Business

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lets shake        What Makes Your Business A Successful Business? 

  1. Location, location, location
  2. Brand
  3. Product
  4. Marketing/Advertising
  5. ?

It’s the People, the human resources that makes any business successful.  In our evolving world of technology that we currently live in,  we take for granted us.  We the People, the idiots.  No need for humans to answer the phones, Directory assistance, what’s that?  Ask someone directions, why Siri will tell me everything I need to know, she even tell a joke or two.  MP3’s, CDs, DVDs, Blue Ray, iPad,  TiVo, GPS, SMART PHONES…

All of this is great for the assistance to make life simpler and more convenient, but what about us, WE THE PEOPLE?  Are we still necessary in the world of sales?  Oh, and by the way # 5 is YOU.  You are what makes a business successful, Right?  Absolutely.

Understand You are not obsolete in the world of sales, every company needs people to sell people. People to cultivate relationships, and good sales people to help the indecisive customers determine their wants and needs.  Excuse me, not good sales people , GREAT ONES.   With all things equal in the world of sales, meaning the opportunities are even across the board, what is the  difference between top performers, average ones, and below average ones?  The answer is simple, skill level and attitude.

Let’s discount the ones who are below average, since we know they wont make it in this game, actually they don’t care to and they are not the ones making up the human source of success.  As I call them,  the fill in the gappers, spacers or  “the Temp”  referred to in the  comedy  “The Office” starring Steve Carrell, incidentally my favorite comedy. You know who I’m talking about , the one who wants all the hours to be shorter in a day, the ones who NEVER wants to take on a new account or customer and makes the least amount of mullah. It’s the tiny things that make the biggest difference  between Top Sales Professionals and Average Ones, ordinary salaries Versus extraordinary salaries.  Now, I ask the question, which category do you honestly fall in?  There are 12 common qualities of top sales professionals.

  1. Accepts responsibility for the results:  doesn’t blame others
  2. Determination: you can’t achieve excellence in 40 hours a week, practice , practice, practice
  3. High self esteem / self confidence, how you feel about yourself affects your sales performance
  4. Written goals; plan your month, plan your week , plan your day, plan your presentation
  5. Level of integrity: ask yourself , what are your intentions?
  6. Enthusiasm about product or service: according to Brian Tracy,  author of the Psychology of Selling  ” a sale is a transfer of enthusiasm
  7. Empathy: “Listen to understand, speak to be understood” Stephen Covey
  8. Excellent communication skills: 90% preparation and 10% articulation
  9. Vivid imagination: You have to come out of your shell and create or design what your customers want and needs
  10. Curiosity:  find out what other top professionals do, research how to become better and know your products or service
  11. Love of people:  customers know when a sales person hates their job, you can’t be a great sales person if you do not love people
  12. Optimistic: begin every sale imagining that this is going to be the biggest sale you have ever had.  Remember, do not prejudge yourself out of a sale
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