10 Traits of a Successful Sales Professional

All companies look for great sales persons. A great sales person is defined as someone with a great attitude, of good moral standing, and can meet or exceed reasonable quotas.
Sadly, there are only a few sales person who are like that. Most of the people I encountered label sales persons as sleazy, which is unfair. If you are not sleazy, you cannot meet the quota.

But let us shatter that thought here in this post. Let us break down the traits on what will make you successful in sales.
1. First in the Office and the Last to Leave Most salespeople want to be successful. But they aren't prepared to work hard to achieve it. A successful sales person doesn't wait for business to come to them. They go after it. They start to work earlier than others and stay later than anyone else - not to use the internet. Rather they stay at the office to make more calls, prospect more consistently, refine their presentation, and spend more time improving their sales skills. One way to evaluate if…

How to Fail in Sales and Marketing

IN THE BEGINNING Juan the Group Manager woke up one Saturday morning. All week long he was looking forward to this day where he will do real recruiting and really start his business with his company. No other thing to do today except to focus 100% on recruiting. After finishing his breakfast, Juan looked at the clock – it’s 8:00am -  time to make those recruiting calls.

Juan hesitantly dialed the first number. Ring. Ring. Ring. No answer. Juan hangs up. They might still be sleeping. I shouldn’t probably call this early, Juan thinks to himself. “ I think the best thing to do first is to make some goal-setting for an hour.” At 9:00am, Juan finishes his revised goal with all the clever and beautiful charts to show how much he will earn if he will have 10 people working with him who average 100,000 in monthly ICBI.  He also calculated how much he will spend in going to Paris when he reaches a superstar status in his business with Caritas.

But first, Juan has to recruit his first Sales Counsel…

Your 13 Sources of Sales

Here are the people and places to get your feet wet in the area of selling.

1. People you know because of their profession - The people you have interacted because you are customers of their business. These may include business owners, officers of small corporations, people in the professional fields such as law, medicine, dentistry and accounting.
2. People you know from your former employment - They may include former employers, co-employees, trade or professional associates, former customers and clients, former competitors.
3. People you interacted with in your school - They may be former schoolmates, high school/ college classmates, sorority/fraternity friends, organizational associates, athletic, dramatic, debating, musical, language, teachers, and parents of classmates and schoolmates.
4. People you know because you have a particular hobby or enjoy a particular sport - You may be a photography enthusiast, chess, music, golf, tennis, public speaking, home movies, travel, amateur dram…

Set Up Yourself for Success

Jun, a Sales Counselor for a few months has been unsuccessful in his sales career. But he does not want to give up. He knows that a lot is still in store for him.
Jun can't blame the economy, the state of the industry, the competition or even the company itself for his failure because the reality is, there are people out there making money and Juan needs to be one of them, even you need to one of them.
Whether you have been in sales for a long period or even a few days from now, it's time to train. Competition is brutal, the economy is in chaos, and customers are stressed out from bogus salespeople out there. Tricks you may have in your sleeve in the past may be the cause of your failure now. You need new techniques and new way of doing things. Here are some magic tricks you may need work on:

Good Plan Delivery Makes A Good Planholder

When a sales counselor delivers a plan, he has the opportunity to make his planholder conscious of the value of his plan. By a hasty lack of graciousness, he will give the impression that he is only interested in his commission. On the other hand, by explaining the plan thoroughly, he can leave the planholder with a feeling of satisfaction that will result in persistent business, the possibility of a repeat sale, and his referral of a likely new prospect.
Make sure that the planholder fully understands his plan, and that he has a clear conception of its benefits. This can be accomplished by reviewing all benefits with him when you deliver the contract. The counselor should try to increase the planholder’s confidence in him by perhaps writing a memo and inserted on the plan at the time of delivery – to get acceptance as his personal counselor or adviser, someone to count on in the future. This is the time to lay the foundation of a continuing, profitable relationship.
Some counselors …

Planning for Effective Selling

A counselor must always plan his activities both long term and short term. Each activity must contribute, at a minimum of time, towards the achievement of the overall goals.

I plan my sales operation along three main lines: prospecting, presentation, and the regular call-back
PROSPECTING My main preoccupation of course is prospecting for this is the wellspring of my future clients. I cannot think of any of my planholders who was not once a prospect or name in my list book. My most fruitful methods of prospecting is the referral and center-of-influence. Initially the captive market can yield the bulk of a counselor’s production, but that will eventually be exhausted. That is why you just have to professionalize your style and not just rely on your “comadre” or “compadre” who signs the papers after some pleasantries here and there, or some arm-twisting now and then.

I have set aside a small box with index cards in it. The cards contain the names, addresses, ages and occupations of my pros…

The Sales Leader You Are Looking For

The quality of sales leadership is elusive, at best.  It is almost as difficult to define as it is to acquire.
Nevertheless, there are 10 basic qualities that all good sales leaders must possess.  Fortunately, most can be learned.
1.A sales leader likes people. If he  doesn’t, forget him
2.A Sales Leader is well-organized.  Organization is the foundation of everything that one does successfully in life.
3. A Sales Leader has a sense of commitment.  Until one is committed, there is hesitancy and always ineffectiveness.
4.A Sales Leader has a strong desire for responsibility. He knows he is responsible for the results.
5.A Sales Leader is persistent in the pursuit of his goals. Former US President Calvin Coolidge said, “Nothing in the world can take the place of persistence.  Talent will not; nothing is more common than unsuccessful men with talent.  Genius will not; unrewarded genius is almost a proverb.  Education will not; the world is full of educated derelicts.  Persistence and determina…