You are responsible for your own success (or failure). Becoming a MASTER SALESPERSON is no exception. To ensure a win, you must take a proactive approach. Prevention of failure is an important part of that process. If you find yourself saying, “I’m not cut out for sales,” I’m not pushy enough,” “I can’t take pressure,” I can’t handle rejection,” “My boss is a jerk,” or “I don’t believe in my product,” you’re heading down the wrong path.
There are recurring characteristics and traits of a MASTER SALESPERSON.
How many of these guidelines can you honestly say you follow? If you are serious about becoming a MASTER SALESPERSON, I recommend you post this list someplace where you can see it every day. Read it and practice the principals until they become your way of life.
They…….Establish and maintain a positive attitude:
It’s the first rule of success. Your commitment to a positive attitude will put you on an unstoppable path to success. If you doubt it, you don’t have a positive attitude. A positive attitude is not just a thought process; it’s a daily commitment. So go Get one.
They……Believe in themselves:
If you don’t think you can do it, who will? You control the most important tool in selling: your mind
They……. Set and achieve goals. Make a plan:
Define and achieve specific long term (what you want) and short term (how you are going to get what you want) goals. Goals are the road maps that
Direct you to success.
They……. Learn and executive the fundamentals of a MASTER SALESPERSON:
Never stop learning how to sell. Read, listen to tapes, attend seminars, and practice what you’ve just learned. Learn something new every day and combine it with hands-on experience. Knowing the fundamentals gives you a choice in sales. Even in a relationship or partnership, sometimes an idea is needed.
They…….Understand your prospect and meet his or her needs:
Question and listen to your prospect and uncover true needs. Don’t pre-judge anyone.
They…….Sell to Help:
Don’t get greedy because it will show. Sell to help your prospect; don’t sell for commissions.
They…….Establish long-term relationships:
Be sincere and treat others the way you want to be treated. If you get to know your prospect and concentrate on their best interest, you’ll earn much more than a commission cheque.
They…….Believe in the product they sell:
Believe your product and service is the best and it will show in your presentation. Your conviction is evident to a buyer and manifests itself in your sales numbers. If you don’t believe in your product, your prospect won’t either.
They:…….Are Prepared each and every day:
Your self-motivation and preparation are the lifeblood of your success. You must be eager and ready to sell, or you won’t. Be ready to make the sale with your sales kit, sales tools, opening questions, statements, and answers to objections. Your creative preparation will determine your outcome.
They…….Are always Sincere:
If you are sincere about helping your prospect, it will show, and vice versa.
They…….Qualify their prospect:
Don’t waste time with non-decision makers. Know your prospect and who makes the decision to buy.
They…….Are on time for work and all sales meetings or training:
Lateness says, “I don’t respect your time.” There is no excuse for being late. If it can’t be avoided, call before the appointed time, apologize, and continue to arrive.
They…….Look and act professional at all times:
If you look sharp, it’s a positive reflection on you, the company, and our product.
They…….Establish rapport and buyer confidence:
Get to know your prospect and his family and establish confidence early in the presentation. Don’t start your pitch until you do.
They …….Use Humor:
It’s the best tool for relationship sales. Have fun at what you do. Laughing is tacit approval. Make the prospect laugh, and you will automatically have rapport.
They …….Master total knowledge of their product:
Know the product inside out. Know how the product is used to benefit your prospect. Total product knowledge gives you the mental freedom to concentrate on selling. You may not always use the knowledge you have in the sales presentation, but it gives you the confidence to make the sale.
They…….Sell Benefits, Not features:
The prospect doesn’t want to know how it works, as much as they want to know how it will help them.
They …….Tell the Truth:
Never be at a loss to remember what you said. This is the easiest way to lose trust. A prospect always knows when you are not being truthful.
They …….Know when they make a promise, to keep it:
The best way to turn a sale into a relationship is to keep your promises. Failure to do what you said you will, either for the company, or for your prospect, is a disaster from which you may never recover. If you do it often, word will get out about your lack of caring and no-one will trust you.
They …….Don’t put down their competition:
If you have nothing nice to say about our competition, say nothing. This is a rule to never forget. The prospect wants to know what sets you apart from the competitor, use creativity, don’t slam the competition.
They …….Use testimonials:
The strongest salesman on your team is a reference from a happy and loyal customer. Collect as many testimonials as you can. Testimonials are proof.
They …….Listen for buying signals:
The prospect will often tell you when they are ready to buy, if you are listening, and paying attention. Listening is as important as talking.
They …….Anticipate objections:
Rehearse answers to standard objections; an objection proves your prospect is engaged in the selling process.
They …….Discover the Real Objection:
Prospects often are not truthful; they often won’t tell you the real reason, or true objection at first. You have to continue to ask why questions to uncover the true objection.
They …….Overcome Barriers:
This is a complex situation- it’s not just an answer, it’s an understanding of the situation. Listen to the guest, and think in terms of solution. You must create an atmosphere of confidence and trust strong enough to cause (effect) a sale. The sale begins when the guest says NO.
They …….Ask for the Sale:
Sounds pretty simple but it works. Far too often we forget to ask for the sale.
They …….Know when you ask a closing question, and then SHUT UP!
This is the first rule of all MASTER SALESPEOPLE. Remember when a closing question has been asked, the first person to speak is the buyer today. Don’t let it be you. Silence is deadly, and when used correctly it can have a huge effect on the sale.
They …….Redefine Rejection:
They are not rejecting you; they are rejecting the offer you are making to them today.
They …….Anticipate and become comfortable with change:
A big part of sales is change. Change in Your product, tactics, and markets. Roll with it to succeed. Fight it and fail.
They …….Get along with co-workers:
Sales are never a solo effort. There is no I in team. Team up with co-workers to practice your trade. Use the efforts of many as opposed to one.
They …….Follow the Rules:
Sales people often think rules are made for others. If you think they are not for you? Think again. Broken rules may only get you fired.
They …….Understand that hard work creates luck:
Take a close look at the people around you that you think are lucky. Either they or someone in their family put in years of effort and hard work to create that luck. You can get just as lucky.
They …….Don’t blame others when the fault (or responsibility) is theirs:
Accepting responsibility is the base point for succeeding at anything. Doing something about it leads to perfection. Execution is the reward (not the money) money is just the by-product of perfect execution.
They …….Harness the Power of Persistence:
Don’t be willing to take no for an answer and just accept it without putting up a fight. You have to take no as a challenge instead of a rejection. You must be willing to persist through 5 to 10 NO’S to get a yes. If you can, then you have begun to understand the power of a MASTER SALESPERSON.
They ……. Do it Passionately:
Put passion in your work, do it the best you have ever done.
They …….Are Memorable:
In a creative way. In a positive way. In a professional way. What will they say about you when you leave< you always create a memory. Sometimes dim, sometimes bright. Sometimes positive, sometimes not. You choose (and are responsible for) the memory you leave.
They …….Have Fun:
It’s the most important RULE of them all. You will succeed far greater at something you love to do. And doing something you enjoy will also bring joy to others. Happiness is contagious.
Not following the Rules of the MASTER SALESPERSON leads to slow but sure failure. It doesn’t happen all at once- there are degrees of failing.
Here are the main reasons anyone fails: which of them are you?
- Failing to do your best all the time
- Failing to learn the science of selling
- Failing to accept responsibility
- Failing to meet sales objectives or pre-set goals
- Failing to have and maintain a positive attitude at all times