Monday, November 8, 2010

21 Attributes of Extraordinarily Effective Salespeople (Attributes 15-21)

Here they are! The final seven of the 21 Attributes of Extraordinarily Effective Salespeople. I hope you’ve found the others helpful, and that you’ll see the value in developing these final seven attributes in yourself and your salespeople. Also, make sure to read the simple implementation suggestion I have at the end.

Attributes 15-21: Extraordinarily effective salespeople…

15. See opportunity, but aren’t opportunists
Extraordinarily effective salespeople have deep and broad vision. They don’t always color within the lines. They see opportunity, but never do they take advantage of another.

16. Are team players
As a salesperson, you’re on a sales team. You’re on your company’s team. And you’re on your clients’ teams. Play as a team player on all your teams and you’ll succeed.

17. Use slow times wisely
The typical salesperson kicks back when the prod of the boss or a client’s need isn’t sharply felt. Learn to use slow times wisely—whether that’s 5 minutes or 5 weeks—to be productively advancing your sales efforts and your clients’ needs.

18. Are goal-driven
External forces are a convenient excuse for poor performance. Driving to meet one’s goals in spite of hurdles and unforeseen obstacles is a hallmark of an effective salesperson. Set long-term goals, break them down into mid-term and short-term goals, then live by them.

19. Know their audiences in detail
Most salespeople offer what they have as-is to as large an audience as possible, hoping to hook a few prospects. Effective salespeople know who they are looking for, find them, then get to know them better to meet their most exacting needs.

20. Engage in ongoing training
The most successful salespeople are those who balance a get-to-it attitude with a lifetime student mentality. Always learning and never acting will take you nowhere. Acting without ongoing training will only take you so far. Do both and see yourself becoming the best salesperson you can possibly be over and over.

21. Finish
Finish reading this paragraph. Finish your follow-up calls for today. Finish those letters for this week’s direct mail campaign. Help your client finish his due diligence and decision-making process so he can finish his transaction with you this month. Extraordinarily effective salespeople are finishers. Execution, perseverance, and the ability to finish are all necessary to excel!

There they are, 21 attributes I’ve observed in successful salesperson after successful salesperson. To help you implement these and make them part of who you are and how you sell, follow this simple plan:

Write each of the 21 attributes on a small card—something that will fit in your shirt pocket. Each business day, put one of those cards in your pocket and make a point of pulling it out and looking at it a number of times during the day. Focus on developing that attribute that day. If you do this every business day, you’ll rotate through the cards once each month.

Some attributes will become second nature quickly. Others will take more time to develop. If you’re consistent with this approach, you’ll see improvement month after month.

Here’s to your extraordinary sales success!

Bryan Waldon Pope

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