Written by Sean McPheat |
If I had the one magic answer, I’d be sunning myself on my own island right now!
The fact is there are many answers to what makes a person a winner when it comes to this game of sales, and when they are all combined they provide a great foundation for us to build a successful career.
Most of the advice we give is not about technique or having the best products or services. We find most successful salespeople have a series of profiles that they themselves are mostly in charge of. They have built up internal resources that outside negativity and poor results won’t destroy. They recognise that the power comes from within and isn’t affected by mediocre results or average customers.
Here’s my take on what makes winners in sales:
Winners know they can make a difference in everything they do, so they are self-motivated. They don’t rely on their manager or colleagues or customers to make them feel good about themselves. Their intrinsic motivation drives them forward.
They are realists and prepare for challenges so that they aren’t swayed by a wind from a negative direction. They control their own emotions and make them work for them.
They are physically upbeat and don’t let the nay-sayers get them down. How you carry yourself makes a real difference to how you feel on the inside.
Winners have a great support network that they use for all occasions, not just when things are going well. These chosen people are supportive and positive, and offer the right kind of juice for the winner when it’s really needed.
Winners begin each day with positive interaction, either on CD or MP3, stuff they choose to drive them in the direction they want to go. This could include motivational talks, sales techniques discussions or even up-beat music that changes mood.
They know that they can choose their attitude, no matter what happens. If they don’t get the sale, they learn from the mistakes and vow not to repeat them.
They are excellent researchers and preparation junkies. Recognising that sales won’t fall from the sky into their lap, they make it easy for prospects to see that partnering with them would improve their business opportunities no end.
As you see, winners are people who rely on themselves for success, rather than the outside world. If you check in with your attitude every single day, you build the foundation for success and give yourself the chance to join the winners.
Originally published: 16 May, 2011
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