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Is the Successful Sales Person Made Or Born?

Often times when we think of a salesperson our mind conjures up images of being stuck in an office at a car dealership or locked in a timeshare offering. But not all sales jobs are like this. It is true that it takes a special type of personality to succeed in sales. A career in sales can give you the opportunity to earn an average income and unlimited potential for growth.

When I majored in marketing many years ago, we learned that everyone is always selling something to someone. You can have the greatest product in the world but nothing happens until someone sells it. As humans, we always sell ourselves to others. I think one of the main things needed to be successful in sales is the love of people. A sales person is always there, always meeting people, and always acting. So, just what does it take to succeed in sales?

A sales person should have a positive attitude. Sales probably involves more rejection than any other job. With most products you have to ask a certain number of people to buy before the sale is actually made. Years ago when I sold life insurance, I finally figured out what my sales rate was. I had to ask 10 people, in other words get 10 nos, before anyone would agree to set up an appointment with me. You have to have a positive attitude to deal with so much rejection day in and day out.

A sales person must have a plan. There are some things you can do that don’t require much planning. But when you’re asking someone to spend their hard-earned money, you need a formula. You need training, sales materials, a presentation and a system. Some companies provide leads or locations but generally most sales people are responsible for placing their prospects. Sometimes people in sales have a hard time managing their time. Especially those who are out of the office all day. A successful sales person must be able to manage his time. Having a plan is the best way to do this.

A sales person must be committed to their success. It has long been debated whether a seller is born or made. My opinion is that you have a certain personality type and certain types do better in sales. Usually the person with more leads ends up making the sale but it really depends on the product you are selling. An introvert can be more outgoing and can succeed in sales. But it may be more difficult for them. To be successful in sales, one must be willing to learn everything about the product they are selling, sales techniques, and how to get along with others. This can take time. It takes 10 years to become a doctor, 5 years to become a lawyer, and 1000 years to become a barber. Many times people in sales quit after only a few weeks or months, before they have had time to learn what it takes to be successful.

A sales person must be willing to continue learning and growing. Sales people are generally expected to be knowledgeable about their products and company. They need to stay on top of what’s happening as products change and situations change. Because they have so much contact with people, they must be aware of what is happening around them. Herbert Hoover said “the super-intelligent man learns from the experience of others.” Great sales people attend meetings, read books and connect with others in the sales profession.

A salesperson must know how to set goals. Some jobs just happen whether you do something or not. But the sale is not only done. You have to do them. It is important for a seller to know how many sales they need to reach their quota, how much money they need to earn to maintain their lifestyle, and what they need to do to make it happen. The best way to do this is to set daily, weekly or monthly goals.

A salesperson should be enthusiastic about their product. It’s hard to sell something you don’t believe in. When you truly believe in something, the other person can see and feel your passion. If you don’t like the product or the company, it will be harder to sell. It has been said that nothing great has been achieved without enthusiasm.

A salesperson must work hard and smart. Sales jobs are not easy. It takes a lot of hard work to be successful. But work and work is not enough. One must also work wisely to manage one’s time and resources well, be disciplined and follow the example of others who have been successful. When I was in sales we followed the principle of “and then some”. I not only gave myself the best, I gave it and then some. At the end of the day when I was ready to go home, I would make another sales call. Often times that call will be the one that generated the sale. With a little more time and effort you can transform yourself from an average seller to a super seller.

All of the above tips have little to do with age, education, background, marital status, or gender. Some types of sales require an education or professional training but not all of them do. For the most part, success in sales is determined by individuals, by their attitude. Anyone can succeed as a salesperson if they want it hard enough.

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