Elite Salespeople
We all aspire to be great, in ‘sales’ to be great takes courage and persistence. Here are what I think are the top five traits of elite sales people.
1. BE BOLD AND BOLD THINGS WILL BE GIVEN TO YOU
We all encounter anxiety sometimes. Elite salespeople are courageous in that they are able to act and move forward even when fear exists. Fear is the reaction we have when we know that we need to do something, or that something is going to happen that we are not prepared for. Fear often occurs when we are making cold calls or when we are about to close the deal. If you are not prepared to be courageous you are not prepared to win or, for that matter, lose.
2. ACTION IS EVERYTHING
Despite an internal belief by others who work in media companies that salespeople often get it easy, elite salespeople work their butts off. Being able to relax a bit and work thirty hours a week while making quota may sound wonderful, however true top-performers got that way by working long and hard in order to outclass their competition while the others going home at 5pm. Get a “whatever it takes” attitude and you will reap the reward.
3. THE SCORE IS ON THE BOARD
The owner of the company, the shareholders, and your sales director only care about one thing – whether or not you get the sales that they ask you to achieve. In other words, “did you make your quota or not?” One of the best things about being a salesperson is that you have great freedom and discretion as to how you use your time. In return, you must be able to stay focused on the result and not let problems, dramas, or your fear distract you. If you are not focused on your results, you’re not in the game.
4. AT ALL LEVELS
Of all the characteristics that salespeople need, the ability to establish and maintain rapport is likely to be the single most powerful skill the needs to be developed. The best can adapt and establish rapport with others from a multitude of backgrounds and cultures. The longer you can maintain rapport with people, the more chances you will have to ask questions, uncover opportunities, and present solutions that make sales. With everything else in selling, rapport building can be learned.
5. TRAIN REFINE BECOME ELITE
Elite advertising salespeople got that way by always training and improving. They are always improving their technique, their sales skills, and their attitude. Simply put, do it, do it, and do it again.
Sell without regret.
Michael Tate: Sales Director International – NRS Media
Michael has a vast knowledge of effective media use, advertising and advertising sales management built over the last 25 years working with some of the world’s largest TV and radio groups.
He is a highly sought after key-note speaker and advertising sales trainer at major industry bodies like the Radio Advertising Bureau, the Texas Broadcasters Association, and the Oregon Association of Broadcasters. Tate has successfully worked with advertising sales managers, their staff and clients in 12 countries including the USA, UK, Canada, Ireland, Norway, Malaysia, Taiwan, Hong Kong, Philippines and Australia.