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Tips On Becoming A Great Salesperson

Do you want to be a “top gun?” Do you want to be considered a professional in your career? Do you want to make great money? There are dozens of tips that will help you become a top salesperson – these are a few that I feel stand out above the rest.

You must first develop and maintain a positive mental attitude (PMA), one of the most written about self-help topics of all time. There is a reason for this; it is the one critical attribute that is absolutely essential for success in any type of sales. Having a PMA will enable you to survive the rejection that is a fact of life in any type of sales. Learning to control your attitude and emotional state of mind…regardless of what is happening around you, is an ability that will help you in all areas of your life. Since 80% of selling is emotion, having a positive mental attitude and enthusiasm for the product is essential for your success in the sales arena.

Second, There is one skill that stands out above the others as a chief cause of failure among most sales personnel…the lack of planned, effective, continuous prospecting. When I ask most sales personnel, “What do you get paid to do?” I get a myriad of answers. Some say they get paid to overcome objections; some say they get paid close the sale; others’ say they get paid to show their product. Very seldom do I hear a sales person say, “I get paid to prospect.” When in reality, that is what they really get paid to do. If they are weak closers but good prospectors, they can still talk to enough people to make their “bottom line” numbers. However, even if they have the greatest product in the world, are fantastic presenters, are efficient at overcoming objections, and the best closers in the business, if they have no one to tell their story to…they are unemployed! It all begins with prospecting!

Your third step towards success would be to “master the art of asking questions.” The difference between selling and telling is asking questions in a logical order to get the answer that you want . . . then applying enthusiasm and excitement about the product. If you don’t learn to involve your customer by asking questions, then you are simply an order-taker and will never achieve the level of success you are capable of. The art of asking questions should be incorporated into every part of your sales presentation. Lead, don’t push, your customers to the close by asking questions.

The fourth vital ingredient would be goal setting. Going through life without goals is like a ship crossing the ocean without a rudder or a compass. It is written, “If you don’t know where you are going in life, you will probably get there.” Goals give direction to your dreams and aspirations. Goals activate your subconscious to action. They give you a target to shoot for. Daily goal setting is imperative if you want to become a great salesperson.

I cannot overemphasize the importance of this fifth tip: constant and continual self-improvement. Read, study and learn all about your product, your competition, and sales principles. Then practice, drill and rehearse them until they are second nature to you and become part of your auto-response system. Sales principles and concepts have to be reactionary to be most effective. This requires a lot of study and practice. Like driving a car, you will eventually be able to react without thinking, employing all the sales techniques that you spent time learning and practicing.

The sixth requirement for your success is to have a good work ethic. Planning and time management are essential components of a good work ethic. If there is any area where a salesperson is weak, usually it is this one. Much time is wasted talking to other people, shuffling through leads, spending too much time in wrap-up, taking breaks, being late for work, and generally spending time doing unproductive things. Do you have a good work ethic? Ask yourself, “If I were the boss, would I keep me, fire me, or give me a raise?” Until you develop a good work ethic you will not reach your ultimate potential in sales.

Bottom line! We’re all here to make money … we all want to be successful … and we all want this company to grow and prosper! Master these six essential steps and it will happen!

Bob LaBrie      
Flagship Communications Newsletter , 1/2/2000       

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