|
What kinds of salespeople are
Titan salespeople? Here are thirteen attributes Titan salespeople
share.
Attribute Number One: A Sense of Purpose
Titan salespeople have a clear sense
of purpose. They know why they do what they do all day long.
What do you stand for? What exactly do you want to represent to
the marketplace? Are you truly motivated to add value to your
contact's day, quarter, year, and beyond -- or are you only interested
in setting up short-term relationships -- one commission check at a
time?
Titans are different. They're not just "out on a sales
call" -- they're on a mission to add measurable value to the lives
of the client
Attribute Number Two: The Ability to Handle Rejection
Titans know that taking rejection
personally is hazardous to ones career. "No" is not a
personal judgment, but is instead the answer of no risk.
If someone says no, approach it positively. Every "Yes"
comes with a line of "Nos" in front of it. Ask yourself,
"What can I do to increase the likelihood that this person will buy
from me in the future?"
Titans don't have time to obsess about "no." They make a
good effort and don't give up after the first no. When it's clear
that a sale isn't happening, they file the "No" answers away
and check in later. "No" really means "not right
now," not "no for the rest of your career." Who
knows what the situation will look like in a month or sixty days?
Sometimes it's simply timing.
Attribute Number Three: Strong Self-Esteem
How much do you believe in yourself?
How much do you believe in your ability to bring about positive results
for your customers?
Titan salespeople believe in themselves completely. They're not
aggressive or overbearing. Salespeople who emerge as long-term
resources, as opposed to "ships passing in the night," are
confident individuals who believe in what they can do -- and believe in
the outcomes that they are promising their customers.
Attribute Number Four: The Ability to Tailor a Professional Image
Titan salespeople understand that
image has to be related to the audience.
Sending the right professional image is an ongoing challenge. You
must be able to adapt to many different situations. There is no
single "uniform" for every meeting with every prospect.
Titans dress appropriately for the right situation -- displaying that
they're a competent, informed and successful professionals.
Attribute Number Five: Enthusiasm
Titan salespeople are enthusiastic,
especially when they're talking about new and exciting initiatives.
A big part of enthusiasm is making a personal commitment to follow
through, measure results, and track what takes place after you get your
customer excited about a future outcome. Titans are 100% invested
in their own organization's efforts to make that vision a reality.
Attribute Number Six: Willingness to be a Lifelong Student
Titans keep up with the needs of the
market. There's no such thing as a "comfort level".
They're constantly working to advance their skills.
Look for new things that will keep you on cutting edge - take classes,
keep up with industry trends and read the same magazines that your
customers read.
Attribute Number Seven: Willingness to Accept Accountability
Titans accept full accountability
for whether what they are promising is actually getting to their
customers. They don't field trouble calls by saying, "I don't
know why the engineering department didn't do that, let me transfer
you."
Accept responsibility. When something goes haywire, don't spread
blame - find out what happened: "I'll research the problem
and call you back by the close of business today with a status
report."
Attribute Number Eight: Strong Work Ethic
Titans work as much as it takes to
get the deal done and that it's to the customer's satisfaction.
That doesn't mean they work 100 hours per week. Titans make the
most of their working day. They work hard because they love what
they do -- but they don't let work take over their lives.
A strong work ethic means giving tasks that have the biggest impact on
customers the highest priority.
Attribute Number Nine: Unquestionable Integrity
Titans walk their talk. They set
standards and stick to them. They don't talk about delivering
value, and then cut corners. They don't promise outcomes they
can't deliver.
If someone suggests a course of action that is ethically suspect, Titans
politely decline. No exceptions! A Titan's word is sacred.
It is the foundation on which customer relationships are built.
Attribute Number Ten: Being a Team Player
The power to succeed arises through
the efforts of others. Titans glorify and support the team they
play for.
Who is part of that team? Both the external customer and internal
customers. The internal customer includes: The credit department,
the shipping department, manufacturing, marketing, accounting and
more. Titans know that they have to get everyone to work together
to keep a customer happy, to deliver a solution that is regarded as
indispensable.
Attribute Number Eleven: Being Pro-Active
Titans make things happen.
They know they have to drive the decision. In the customer-vendor
relationship, if a situation doesn't work, they say "Let me see
what I can do to make this better for you."
They know they have a right to ask for a commitment in return at a
certain point.
Attribute Number Twelve: Thinking Out of the Box
Titan salespeople look at problems
from every angle -- even unusual angles. Forget about
"industry standard procedures". Titans think up, down,
sideways, and backwards for their customers.
Thinking creatively helps you see the customer's problems in a different
way, helping you deliver solutions that are second-to-none.
Attribute Number Thirteen: Staying in Balance
Titans incorporate career, family,
financial, and spirituality goals into their lives. Ignoring one
area is disastrous when it comes to attaining the goals associated with
the other three. Part of balance is coming to terms with constant
change, both in business and in other relationships.
Titans know they have to grow in a number of areas. They're always
working on establishing and re-establishing balance in their lives. |
