By Jeff Shore
I’ve been studying salespeople for three decades. I’ve seen the best and, yes, the worst. It’s a tough job to master, no doubt. And think about why for a moment.
On the one hand we expect outgoing, gregarious, creative, relational, caring and empathetic salespeople. That’s some pretty heavy-duty right-brain stuff right there.
On the other hand we want detail-oriented, analytical, good with numbers, systematic in their thinking, and well-organized salespeople. Very left-brain.
No wonder it is so difficult to find the truly GREAT salespeople with compelling success profiles.
During my thirty-year career in sales, I’ve observed three mental and emotional keys to sales success…
Keys to Sales Success #1: Positive Energy
The list is not necessarily in order, but if it were this would be number one. I can teach salespeople a lot of things; positive energy is not one of those things.
Great salespeople carry a positive mental frame of mind and they protect it at all times.
It doesn’t mean they must be hyper – that would be “high” energy. It means they have to possess a truly great attitude – THAT is “positive” energy.
Keys to Sales Success #2: Achievement Drive
Great salespeople need to win. They just need to.
No one needs to point out the scoreboard to them. They don’t need a motivational speech. It drives great salespeople nuts when they are not selling as much as they know they should.
They are winners. They know of no other way.
Keys to Sales Success #3: Problem Solving
Great salespeople are heavy on the grey matter, and they embrace the opportunity to solve problems. Where other salespeople run away, these folks say, “Bring it on”!
Think about it – getting those toss-up sales is all about solving problems. Why shouldn’t the best problem-solvers be the best salespeople?
Want to join the ranks of the best of the best? Ask yourself what daily habit would help you improve in any of the three categories? What can you do every day that would move you to greatness?
Great salespeople change the world.