Last week I was asked by a participant in one our sessions to summarize the traits of the very best salespeople I coach across the country. Here are 18 traits of the great ones:
1. They have goals/dreams in writing with due dates that are measurable and non-negotiable. It provides them with self-management capabilities. It is their passion.
2. They never make excuses.
3. They never fail to prospect – they always carve out time to make their dials.
4. They make only a few cold calls since most of their dials are coming from introductions.
5. They are life long readers and learners. They realize selling is a slight edge business and they are constantly looking to get just a little better every day.
6. They show up on the first call prepared with great questions that will disqualify the prospect.
7. They never compromise their standards relative to what they will work on.
8. They spend time working on their business as opposed to working in their business.
9. They track everything – activity, results, etc. If it moves they measure it. They know their stats.
10. They know their “uncommon offering” and can articulate it in a way that makes the prospect ask “how do you do that?”
11. They are prepared to take risks in order to change.
12. They hold themselves accountable…they don’t need babysitters.
13. They see each loss as an opportunity to learn and adjust. They never waste anything.
14. They never confuse what they do with who they are.
15. They know money gives them two things: freedom of time and freedom of choice.
16. They know that the accumulation of wealth for any reason other than to satisfy a dream is simply obscene.
17. They know the moment at which they were in enough pain with their results that they had to change because the pain of not changing was greater than the pain of changing.
18. They always have a sales goal that is bigger than what the organization gives them.
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