Friday, July 10, 2009

Qualities of a Modern Sales Professional


The prospects for sales are high, you’ve undergone Sales Training you’ve memorized all of the skills needed to close the deal, and on top of it all, your product is exactly what your customer needs, yet your sales at the end of the day are still minimal. This is the perfect time to sit back and rethink what is going wrong? What are the characteristics and work habits that separate you from your peers? Why are they earning above average and in many cases high incomes from selling?

You know the importance of knowing your product, knowing your company, knowing your clients’ needs and so on, but before you sell anything, you must know who you are and what you stand for as a Modern Sales Professional. Everyone wants to be assured that they are buying from people who care not only about the sale they make, but also about the people they are selling to. Modern Sales Professionals know this; they learn, acquire, develop and nurture core qualities in order to succeed in a sales career. Review and assess how you are going in your quest for becoming a Modern Selling professional by considering the core qualities below.

IMAGE is naturally the first thing that a buyer looks at. Not the image of the product but the image of the Salesperson and the company being represented. Grooming is important. Good clothing is a must. Your health is important. Shape up your body and it will shape up your attitude. Your customers relate financial success with competence. Does your posture, attitude, personality style, tone and inflection of voice create integrity and communicate success? Modern Sales Professionals radiate confidence and strength in their walk, talk, and overall presence.

DEPTH AND BREADTH OF KNOWLEDGE about the product you are selling, the company you represent and your understanding of the Modern Sales Process. Take time to learn more about how your products compete with others and where your company stands. Selling is a changing profession. People demand excellence from their sales professionals. Devote a regular part of your week to learning Modern Selling skills and sharpening your existing ones. Knowledge is power.

POSITIVE ATTITUDE can be your strongest asset if you learn how to reach within for the strength to overcome the obstacles and pain to succeed. Stay in a positive environment; avoid jealousy, gossip, anger or negative thinking. Modern Sales Professionals balance ego, drive and the need for success with warm and sincere empathy for the people they serve.

They focus to keep their lives in balance, and know they must strive for success in their physical fitness, spiritual fulfillment, emotional stability and financial independence.

PROFESSIONALISM is the ability to perceive a client’s need and act towards its solution whether you like it or not. Being professional means taking responsibility for your actions whether admitting mistakes or reaping rewards for your accomplishments. The best selling skills will be wasted if you are not sensitive to your clients needs. Professionalism is not what you do, but how you do the tasks given to you. Pride is your motivation for performing better, knowing that you are a part of something important, knowing that what you are doing is important gives importance to who you are and what you do.

WORK ETHIC and integrity will keep you there. Look forward despite the thousands of no’s you have heard during your career as a Salesperson, the ability to handle disappointments and the willingness to continue to practice, drill and rehearse Modern Selling Skills will ensure you have a strong work ethic. A Modern Sales Professional knows that a dissatisfied customer today will cost several possible opportunities in the future. Sell with the integrity, love the customer and use the money. Do not use the customer and love the money. Be proud to be a Modern Sales Professional.