Networking for radio sales professionals from Grace Broadcast Sales.
For those of us who are happily employed in professional sales, there are specific characteristics that make us successful. In my experience of working with hundreds of salespeople, I have found 6 PRIMARY ATTRIBUTES that are required. Only 2 of these can be LEARNED, while the other 4 come from WITHIN. Which ones do you possess?
For the past 30 years, I have had the opportunity to work with hundreds of salespeople in many different fields. This range covers media sales, real estate, life insurance, career training, and multi-level marketing. Fortunately throughout that time, I've been a student of observation.
I've seen many people succeed and even more fall shy of reaching their expectations. Some of the most successful were not necessarily the most naturally skilled. Others who had great potential never really managed to capitalize on their ability.
I've determined there are 6 Primary Attributes that Sales Superstars have. Of the 6, 2 can be TAUGHT and 4 come from WITHIN. These 4 can be acquired, however, that depends on the individual and their ability to make it happen.
These are the most basic skills. It's your ability to get along with people and enjoy being around them. It's a NATURAL ABILITY. Either you have them or you don't. If you don't, you would never even consider a career in professional sales.
When added together with People Skills, this gives you the opportunity for the other Attributes to make a difference. Sales Skills can be taught. It is an ACQUIRED Attribute. Are there born salespeople? People who love to sway opinion and get others to buy in to their way of thinking are more apt to do well at Sales. Sales Skills involve the ability to persuade people to do what you'd like them to do WILLINGLY, not FORCIBLY. Successful salespeople have to be comfortable with asking for the business.
This is an ACQUIRED skill that is easiest one to provide of the 6 Attributes. Not to be overlooked, professional salespeople need to understand their product, their competitor's product and what other choices their buyers have at their disposal. Just because this is the easiest of the 6 Attributes to acquire, it doesn't mean it's a cake walk. Technology constantly changes. If your client's know more about your product and industry, you will not win rapport and trust. Do your homework - constantly to stay up to date.
Black or white, choose between the 2 colors. There is no GREY AREA of INTEGRITY. Integrity means you will only do what's right at all times no matter who's watching. There is always one person who is witness and that's the you in the mirror. Clients respect integrity. Only sell products and services to decision makers in THEIR best interests. Not your company's. If you have no clients, you have no career. You can't teach Integrity. It comes from inside.
This is the ability to do do what needs to be done on a daily basis WITHOUT someone prompting you. I have seen many successful salespeople whose best skill was SELF DISCIPLINE even though they lacked in other areas. I'm convinced this led them to their success.
SELF DISCIPLINE comes from SELF ACCOUNTABILITY. Think of it this way.
As a professional salesperson, you own the opportunity to operate a franchise within the company you represent. If you didn't pay a franchise fee to get it, you're lucky. Don't take it for granted.
The salespeople who have passion EXCITE those around them. They are INFLUENCERS and capable of directing opinion and decisions. If all the other 6 Attributes were the engine, transmission and drive-train of the high performance dragster, passion is clearly the HIGH OCTANE FUEL. Without it, everything else is meaningless. Watching people with passion is a marvel. They infuse ENERGY into their surroundings and make you want to listen and follow. Passion comes from inside you. If it could be taught, its fee would be downright unaffordable.
There are the 6 Attributes of Sales Superstars. Even though SALES SKILLS and PRODUCT KNOWLEDGE are the only ones that can be taught, the 4 other CAN BE ACQUIRED. It comes down to one word - DESIRE.
If you might be interested in one of our Sales and Customer Service Training Programs, please click the link and scroll down to the one that interests you. I would encourage you to subscribe to the PROSALESGUY BLOG. It's costs you nothing other than 5 minutes of your time.
Thanks for reading...
Dave Warawa - PROSALESGUY