I often get asked why some people excel in sales while others may not get good results. It is an excellent question. Talent makes a difference, and there are certainly some key ingredients that successful salespeople seem to have. Good communication skills are very helpful along with strong eye contact, enthusiasm, positive attitude, firm handshake, and a great smile.
However, even though these ingredients are quite valuable, they are not nearly enough. Over the years, as a leader and trainer in direct selling, I have met hundreds of people that have all the necessary skills and personality to become great. I recall saying many times, “This guy is going to be a star,” and way too many times my prophecy fell short. On the other hand, I’ve seen countless others who may not have had all of the ingredients, but they surprised me and many others by achieving great success. Bottom line, talent alone is not enough.
Being a top performer in direct selling as well as a successful leader, I have found that the top sales performers possess these three qualities.
1)They are driven.
The top sales superstars are all very ambitious. They know what they want out of life. They never settle for mediocrity. They have high expectations for themselves. They have determination and will do whatever it takes to become successful. They all started out at the bottom, learned the business and worked their way up.
2) They have overcome their fears.
Sales Superstars have all experienced fear. The difference is they did not allow that to stop them. They have overcome their fears by simply taking action.
Unfortunately, many people stop dead in their tracks because of fear of failure or fear of rejection. The top sales performers understand that in order to have great success, they have to experience an incredible amount of failure. They have come to learn that failure is part of success.
In order to overcome fear, you have to welcome the word NO. When you adopt the philosophy that NO MEANS GO, then you will be on your way to being a top performer.
Set a goal to talk to as many people as you possibly can each day and try to get as many NOES as possible. By doing this, you will soon find you’ll be getting a lot of YESES also. Every NO is one step closer to the YES.
The top sales people welcome failure and understand that it helps them get closer to success. They are the biggest failures but most importantly, because of that, they are the biggest successes.
3) They are 100% committed.
I have done a lot of recruiting and training for new representatives getting into sales for many years. Whenever I hear somebody say “I’m going to give it a try.” Immediately, I know that they are not going to make it in sales. The reason is as soon as something goes wrong, which it will, they give up because they are just giving it a try.
Success takes an unbelievable commitment. The top salespeople are committed to the cause, they are going to be successful no matter what. There are no other options. They don’t have anything to fall back on, this is it. They are not looking back and they are going to be successful because of their commitment.
As I look at the leaderboard consistently, I can say without a shadow of a doubt that every single one of our top performers possess all three of these qualities. They come from all different walks of life. Most of them you would not consider as natural salespeople—there is no such thing as a born salesperson. The top sales performers simply decide that they are going to be successful.
Let me encourage you to not just be average, life is too short. Make the decision to be a superstar. You have what it takes. You have an amazing opportunity staring at you right in your face, the rest is up to you. Are you ready?
Have a super fantastic week!
Regional Sales Manager RMSNPC