Given the opportunities I have to work with some incredibly talented sales professionals across the country, I am always updating the list I created in 2008 that summarizes what makes those sales professionals so successful. Here is my mid year update for 2009:
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 always project the image that they don’t need the business….they are ready and willing to walk away at any point in time (even when they really do need the business).
3. They never make excuses.
4. They never fail to prospect – they always carve out time to make their dials.
5. They never – and I mean never – act, sound, walk, talk or look like a salesperson.
6. They make only a few cold calls since most of their dials are coming from introductions and they understand that cold calling is the least effective way of reaching first base with a prospect.
7. They use a pipeline management system that is visual, stage based and criteria based.
8. 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.
9. They show up on the first call prepared with great questions that will disqualify the prospect.
10. They have the ability to recognize the tipping point on a sales call – the exact moment when the prospect is in enough severe mental anguish to take action.
11. They know the difference between pain and compelling reasons and they figure it out quickly on the first call.
12. They never compromise their standards relative to what they will work on.
13. They spend time working on their business as opposed to working in their business.
14. They track everything – activity, results, etc. If it moves they measure it. They know their stats.
15. They know their “uncommon offering” and can articulate it in a way that makes the prospect ask “how do you do that?”
16. They are prepared to take risks in order to change.
17. They hold themselves accountable…they don’t need babysitters.
18. They see each loss as an opportunity to learn and adjust. They never waste anything.
19. They never confuse what they do with who they are.
20. They know money gives them two things: freedom of time and freedom of choice.
21. They know that the accumulation of wealth for any reason other than to satisfy a dream is simply obscene.
22. 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.
23. They always have a sales goal that is bigger than what the organization gives them.
Wonderful post and couldn't agree more. Funny, I got your blog site from a friend who also recommended www.brianparsley.com. The author has a pretty good take on a subject not mentioned in the 23. Thought you might find it of value.
http://www.brianparsley.com/?p=35
Posted by: mcalver | July 06, 2009 at 08:35 AM
Gospel!
Great stuff,,
Dan O.
Posted by: Dan OLeary | July 06, 2009 at 11:23 AM