In a recent survey, customers said that the #1 reason they do business with a particular company is because of a relationship with someone within that company. The same survey also showed that 97% of customers did business with a particular salesperson because they liked and trusted that person. Thus, as salespeople, having a strong
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Many of the most successful salespeople are not Rhode Scholars and they possess no particular talents or gifts. Some might say, “Well, wait, they have the gift of gab. That’s a talent.” Yes, some do, but many do not, and many are introverts who are not super-comfortable on the social scene. That said, they are
Key Sales Success Traits that Require No Talent Read More »
In last month’s article, I wrote about six success traits of top salespeople. In this article I’ll cover six more. As a refresher, here are the first six: a positive attitude, being action oriented, being prepared, being businesslike and business-savvy, the ability to stand out from the crowd, and finally, likeability, trustworthiness, and the ability
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There are six important success factors that top salespeople possess. Although some of these factors are arguably more important than others, they are all critical to a salesperson’s success. When I talk about top salespeople, I’m referring to people who are great salespeople and great human beings. Over the years there have been salespeople who
Six Sales Success Traits Read More »
In sales you simply must stand out from other salespeople, not just the ones in your industry, but ALL the salespeople that are calling on your prospects and customers, as they are also competing for their time, attention, and money. Here are several ways to be unique in sales. 1) Exceed customer expectations.Go above and
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John Wooden, perhaps the best college basketball coach ever, used to start each season by showing players how to properly put on their socks and sneakers as a mistake here could ‘domino-effect’ its way all the way to lost games. Vince Lombardi, the great Green Bay Packers coach, once said that football basically comes down
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Every sports team practices. Not just the pros. College, high school, pee-wee, shoot I remember my Pony League baseball team practicing when I was five years old. Add to this the fact that many, if not most, professionals practice. Would you want a heart surgeon who hasn’t practiced on cadavers, and in many other ways,
Significantly Increase Sales by Practicing Read More »
A few days ago, I was watching an Ed Mylett interview featuring Ryan Serhant, a highly successful real estate agent in New York City. According to Ryan, a key factor in his success is reaching out to 15 new people daily. This resonated with a conversation I had two months ago with Rick Fingerman, a
Sales is a Contact Sport Read More »
Are salespeople born or made? This is a question that comes up from time to time and, for some reason, has been coming up in my conversations a lot lately. It’s the old nature versus nurture. While most people are open-minded to both arguments, I’ve recently run into some people who are adamant about the
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Sales success can be broken down to an almost mathematical equation that works every time. There is a direct correlation between work and results when it comes to sales success. If you do the proper amount of work in three key areas, you pretty much guarantee sales success. If you don’t do the proper amount
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