50 CHARACTERISTICS OF SUCCESSFUL SALES PROFESSIONALS
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They have a strong desire to be successful in their carrers and in life
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They have a strong commitment to their success
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They have a positive outlook on life and see any type of adversity as an opportunity
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They have written goals which are tracked and monitored and when necessary revised
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Their written goals focus on their personal development, their relationships and their
contributions to family, friends, clients and prospects
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They have a presidential mind set and access decision makers
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They book solid appointments
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They have a sense of detachment and are not influenced by their emotions
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They recognize the sales indicators and know when and how to close
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They recognize their service or product are separate from who they are and do not
concern themselves about possible rejection
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They use their products or services to deliver solutions
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They see themselves as a driving force for change and take responsibility for their
actions and results
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They maintain a positive point of view in all situations
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They work to be respected as a professional rather than being liked
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They recognize that discussing finances and money are a necessary part of the sales
qualification and disqualification process
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They establish relationships based on trust and focused attention on the prospect’s
needs
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They know what the prospect is willing to invest in solutions
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They are able to establish why the prospect would be willing to invest in a solution
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They have the necessary skills to prospect effectively and consistently
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They use their skills to qualify and disqualify potential sales opportunities
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They have an objective, measureable sales process designed to qualify and disqualify
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They are open to being coached and mentored
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They keeping raising the bar and continuously look to improve themselves
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They maintain a healthy pipeline of sales opportunities
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They have a detailed description of their ideal prospect
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They are able to segregate their prospects pool into cold, warm and hot based on
specific criteria
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They join appropriate networking groups, chambers, trade associations and committees
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They put their customers and prospects success above their own
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They know their success is based on the success of those they serve
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They recommend solutions to the issues their customers and prospects have and give value for their fees
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They cross sell and up sell
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They service their customers and have a high retention level
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They recognize when prospects put up objections they deal with them
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They attend networking events
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They have a prospecting tool box and use a variety of prospecting strategies
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They obtain personal introductions
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They quote appropriately
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They book solid appointments and do not call to confirm
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They abide with the rule that if the prospect has not shared specific information they will not make any assumptions about anything
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They cultivate strong relationships
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They use technology to maintain good records
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They have healthy buying styles and buy based on quality rather than price
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They are willing to walk away from a disqualified prospect and will not make it into something it is not
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They ask questions to gather information that is used to measure the opportunity against their ideal prospect model
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Their questions go deep and uncover necessary information to qualify or disqualify
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They participate in activities that support their goals and objectives
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They are extremely motivated
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They do not focus on negativity or engage in negative energy draining conversations
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They surround themselves with people that support their values and principles
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They know their competition