Salespeople need to be better now than ever. There is business to be had, regardless of your industry. But it’s going to the seller who has set themselves apart from the rest.
Now, more than ever, it’s important for salespeople to go back to basics. I’m not talking about different techniques for questioning or closing, but rather your foundation or who you are as a person.
Here are five attributes and one bonus that are the foundation of my 20 plus years of sales success.
Attributes are like habits. They can be developed or made stronger and more effective. To help me bring these to life for you, I have turned SALES into an acronym.
The first attribute: “S” stands for Sell to Help.
People can usually sense a salesperson just out for a commission. If you are looking for the benefits of long term relationships, like repeat and referral business, then selling to help is a must. Transactional salespeople don’t last long term.
To paraphrase Zig Ziglar: If you help your prospects get what they want, you can get more of what you want out of life.
Always put your prospects needs first.
Are you trying to make a sale? Or are you trying to help people?
The second attribute: “A” stands for Attitude.
That is Positive Attitude as opposed to ‘having an attitude’. Attitude is what drives behavior. A positive attitude leads you to thinking about your potential for success. As opposed to what could go wrong or why something won’t work.
Remember -Your thoughts are the one thing in this world that you have complete control over! Further, your thoughts lead to your actions which lead to your results. Therefore, you are in complete control over the level of success you achieve.
How is your attitude in general? Is your sales attitude getting you the success that you want?
The next attribute: “L” stands for Likeable or friendly.
People want to do business with people they like.
Like leads to trust. Friendly leads to easy to do business with. Friendly is showing an interest in others.
When you do that, people feel liked. If a prospect likes you and trusts you, then they MAY do business with you. Otherwise, you have very little chance of earning a sale.
Are you likeable to everyone, all of the time?
The Forth attribute: “E” stands for Enthusiastic.
This is interchangeable with passionate. Your prospects feed off of your enthusiasm.
Being enthusiastic about what you do makes it easier for your prospect to buy “you.” Enthusiastic and passionate makes it easier for a prospect to like you.
People will buy more from your enthusiasm and conviction.
These are all foundational to relationships and sales. Enthusiasm can be transferred to a prospect which increases your chances for a sale. But remember that it needs to be real.
How enthusiastic are you every day? What can you do to refresh your enthusiasm?
The last attribute: “S” stands for Smart or knowledgeable.
Knowledgeable leads to trust. It leads to competence and confidence.
People want to do business with confident competent people.
You should know all you can about your product or service. In addition, its possible outcomes in terms of your prospects needs, wants, concerns, or issues.
Know all that you can about building relationships and influence. It is then that you can deal from a position of resource and advisor. That’s a good place to be.
What can you learn to be more valuable to your prospects and clients?
The bonus attribute: be Authentic.
You need to be who you are. None of this can be faked. You will always be more effective when you are yourself. As opposed to trying to imitate someone else or to use a “technique”. Authenticity is using your natural talents for the right reasons and in the right way.
On a scale of 1-10, how authentic are you? How can you be more authentic?
S.A.L.E.S. These 5 attributes have been the cornerstone of my 20 plus years of success selling many different products or services. Success leaves clues.
Accordingly, I have provided you with your own clues to help you get where you want to be.