Time for a reality check. Ask yourself if these traits describe you. They are from a recent article by Jeffrey Gitomer:
1.Perpetual, consistent, positive attitude and enthusiasm. This is the first rule of facing the customer, facing the obstacles, facing the competition, facing the economy, and facing yourself.
2. Quadruple self-belief. Unwavering belief in your company; unwavering belief in your product; AND unwavering belief in yourself are the first three rules. But fourth is the most critical of the self-beliefs. You MUST believe that the customer is better off having purchased from you.
3. Use of creativity. Creativity to present ideas in favor of the customer, and creativity to differentiate you from the competition.
4. Ability to give and prove value. To prove the value of your product or service, and your ability to give value beyond the sale to the PROSPECT so you can earn the order, the reorder, and the loyalty.
5. Ability to promote and position. Personal use of the Internet to blog, ezine, utilize social media, and achieve Google top ranking, so your customers and prospects will perceive you as a value provider and a leader in your field.
6. Exciting, compelling presentation skills. Not just solid communication skills, but superior questioning skills, listening skills, and a sense of humor. The innate ability to engage and capture the imagination (and the wallet) of customers and prospects.
7. Ability to prove your value and claims through the testimony of others. Testimonials sell where salespeople can’t. The BEST salespeople use video testimonials to support, affirm, and prove their claims. BUT, the reality is – you don’t get testimonials, you EARN them. Same with referrals. NOTE WELL: If you’re looking for proof that you are “top-performing,” testimonials and referrals are a report card.
8. Ability to create an atmosphere where people want to BUY (because they hate being SOLD). This is done by engaging and asking; not presenting and telling.
9. Ability to build a relationship, not hunt or farm. Great salespeople are relationship builders who provide value and help their customers win.
10. Unyielding personal values and ethics. Great people have great values and great ethics.
10.5 The personal desire to excel and be their best. This is a desired quality of every salesperson, BUT the best salespeople have mastered the other ten elements. And the key is all ten must be mastered in order for this quality to manifest itself.
There is no prize in sales for second place. It’s win or nothing. The masters know this, and strive for, fight for, that slight edge.