Being a
successful salesperson isn't reserved for a few select individuals. The
practice of anointing a Sales King or Queen doesn't exist. There are few jobs
more rewarding, challenging, and lonely than the professional salesperson.
Long-haul truck drivers may be more alone.
On
January 31, 2014, I retired after working for 52 years. Retirement is something
you won’t forget. You either love it or hate it. I find I have too much time on
my hands. I also miss selling. I enjoyed the interaction with customers and
prospects. Every customer or prospect has a story, and I enjoyed listening to
their story. It also helped me make a lot of sales.
My
memories of my selling days came to mind today as I remembered a business principle
I learned from Dr. David Schwartz (author of The Magic of Thinking Big). He
said, “Everyone is in sales. Some just do it better than others.”
During my
sales career, I learned, “The closer your job is to sales, the more secure the
job.” All employees should have printed on their business card “Sales” followed
by their official job title. For example, a truck driver is a Sales-Truck
Driver, a receptionist, is a Sales-Receptionist and so on.
I suppose
there isn’t a complete list of the characteristics that define the professional
salesperson, but here are some traits for anyone wanting to be a successful
professional salesperson to consider.
1. They are enthusiastic; passionate people
outsell non-enthusiastic people.
2. They are goal-directed and action-oriented;
they get things done.
3. They spend their time with customers,
selling!
4. They know their products and services and
how their customer benefits from the purchase of those goods and services.
5. They know their customer and use the
knowledge to help their customer make and intelligent buying decision.
6. They willing pay the price to win but, they
won’t win at any cost.
7. They associate with and seek council from
other successful people.
8. They maintain a professional edge by
reading books, newsletters, and magazines, listening to CDs, viewing quality
videos and attending mind-expanding seminars.
9. They maintain and open and honest
relationship with their customer, their company, and themselves.
10. They take personal pride in knowing they
are a professional salesperson.
11. They are above all, men and women of
character.
If you
don’t value these requirements, please don’t apply for a full-time sales
position. You will be unhappy (even miserable). But, remember you can’t avoid
selling. Everyone sells to some degree.
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