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7 QUALITIES OF

TOP SALES PEOPLE

HOW MANY OF YOU ARE PLANNING A


CAREER IN SALES (SHOW OF HANDS)?

Anything less then a 100% show of hands is not


acceptable
NOW WHY DO I SAY THAT?
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WE USUALLY THINK OF SELLING

PRODUCTS
SERVICES
OR
BOTH
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BUT WHAT
ABOUT..

Selling

Yourself ?
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REMEMBER THIS TRUISM..


I dont care what career path you are on. The
reality is that you must sell yourself before you
sell your skills.
I am talking about your persona---about how
others see you as a human being.
I choose to call it personal salesmanship.

WHO WOULD YOU HIRE?


Joe has a 4.0 g.p.a. Also, he is a slug.
He is slovenlyconceitedsurly--doesnt bathe
too frequentlyhas no friends---yet his grades
are tops.
Bill has a 3.0 g.p.a. He is personablewell liked
outgoinga good listenerenjoys working with
othersand he bathes frequently.

ARE YOU

BEGINNING
TO GET THE
MESSAGE?

THE VIDEO YOU ARE GOING TO


SEE
is focused on those who are planning a
career in sales and what it takes to
become a top salesperson.
But following my own thesis----that we sell
ourselves before we sell our skills, I
believe there is something you can learn
from this video even though youre not
going into sales as we traditionally think
of sales.
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WHO IS BRIAN
TRACY?

WWW.BRIANTRAC
EY.COM
A review of Brian Traceys web-site could
very easily lead you to the conclusion that
he walks on water.
My own criteria is simple: Would I pay to
hear him speak? Right now, the only
person on my pay to hear list is George
Carlin.
There is some good information in this
video---but you will have to decide if you
would pay to hear him speak.

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O.K.-
Lets
Review Brians
Message
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WHY ARE SOME SALESPEOPLE SO


SUCCESSFUL?
20%

of the salespeople make 80% of the sales


and 80% of the commissions
10% of salespeople open 80% of new accounts
(hunters)
The top 10% of sales professionals today earn
5X, 10X, 15X and even 20X the average of the
other 80%-90%.
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WHY ARE SOME SALESPEOPLE SO


SUCCESSFUL?

1.

1.

They sell the product people want.


They convince people they want
the product they have to sell.

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WHO DO YOU THINK ARE THE TOP


EARNERS IN THE BIG NAME
CONSULTING FIRMS?

Those with the 3.9


gpas?
OR
Those who bring in the
most new clients?
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WHY ARE SOME SALESPEOPLE SO


SUCCESSFUL?
80%

of Sales success is
psychological.

Top

salespeople are
OPTIMISTS.

They

have a positive mental


attitude.
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OPTIMISM
Optimism

is a
result, or effect, of
the seven key
qualities of top sales
people

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SEVEN QUALITIES OF TOP


SALESPEOPLE
1.

They are

ambitious.

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AMBITION
A

strong desire to
gain a particular
objective;
specifically, the
drive to succeed or
to gain fame, power
wealth, etc.

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SEVEN QUALITIES OF TOP


SALESPEOPLE

They are ambitious.

They are courageous.

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COURAGE
Everyone is afraid.
The best salespeople
do it anyway! Ask
for the sale
The top people
confront their
fears.
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SEVEN QUALITIES OF TOP


SALESPEOPLE
1.
2.
3.

They are
ambitious.
They are
courageous.
They are
committed.

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COMMITMENT.

Caring is the key element in successful selling.


Selling has often been defined as a transfer of
enthusiasm.

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LAW OF
CORRESPONDENCE

The more you believe


in what you sell, the
easier it is for you to
convince someone
else.

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SEVEN QUALITIES OF TOP


SALESPEOPLE
1.
2.
3.
4.

They are ambitious.


They are courageous.
They are committed.
They see themselves more as consultants than
as salespeople.

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CONSULTANT STANCE

People accept you at the way you present


yourself.
Act like a consultant in everything you do and
say.
What does a consultant do?

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FORBIDDEN PHRASES

I DONT KNOW.

NO.
WHY DO YOU
NEED TO KNOW?

THATS AGAINST
COMPANY POLICY.

YOURE WRONG.

YOULL HAVE TO.

THATS NOT MY JOB.

WEVE NEVER DONE


IT THAT WAY.

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What
makes
people
remember
?

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Positive Associations
Love, , Table, Fork, Pen, Stream, Wisdom, Stream, Flower, Zulu, Ruler, Blue, She

WHY DO CUSTOMERS STOP


BEING CUSTOMERS?

100%

1%

Die

3%

Move Away

5%

Seek alternatives

9%

Go to the competition

14% Dissatisfied with product/service

Beyond Customer Service, 1992.

68% Upset with the treatment they


receive

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SEVEN QUALITIES OF TOP


SALESPEOPLE
1.
2.
3.
4.
5.

They are ambitious.


They are courageous.
They are committed.
They see themselves more as consultants than
as salespeople.
They are prepared.

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THREE KEYS TO PREPARATION IN


SELLING
1.

Pre-call research do your homeworkmentally prepare.

2.

Pre-call objectives what are your


goals?
Starting out? Break it down.

3.

Post-call analysis write down every


detail. When to re-contact.

Think what other approach could be used to


advance your prospect of success.
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SEVEN QUALITIES OF TOP


SALESPEOPLE
1.
2.
3.
4.
5.
6.

They are ambitious.


They are courageous.
They are committed.
They see themselves more as consultants than
as salespeople.
They are prepared.
They engage in continuous learning.

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KEYS TO CONTINUOUS LEARNING


Read

one hour in
selling each day.
Listen to audio
tapes in your car.
Take all the
training you can
get.

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SEVEN QUALITIES OF
TOP SALESPEOPLE-SUMMARY
1.
2.
3.
4.
5.
6.
7.

Be ambitious.
Be courageous.
Be committed
Be professional.
Be prepared.
Engage in continuous learning.
Be responsible.

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Hooray! I Made the Sale

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JUST
REMEMBER
YOU ARE
SELLING

YOURSELF!!!
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Use:

EVALUATION QUESTIONS

A.

Strongly agree

B.

Agree

C.

Disagree

D.

Strongly disagree

E.

Dont know

1.
2.
3.
4.
5.

I found the presentation of material easy to understand.


This Advantage session increased my knowledge on the
subject presented.
I will be able to use some of the information from this
Advantage session in the future.
The presenter was well prepared for this session.
This presentation should be repeated in future
semesters.

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