The Best Salesperson in America!

2 Sep


I’ve discovered 12 universal truths that cause some salespeople to excel and others to fail. Door to door salesmen still exist where aggressive and pushy works but the sales role in America has changed oh-so much over the last twenty years.

The best do the following to make the big money:

  • They are a consultative salesperson. Don’t know what this means? It’s time to get a couple of new books.
  • A good salesperson does everything asked of them and more in their first year with a company. They don’t really owe you anything but training unless you are on straight commission.
  • Real salespeople know their product and services. They always have a tight elevator pitch prepared along with 10 questions. I never know who I might bump into at the grocery store on Saturday.
  • They are authentic – and memorable. Take a Strengths Finder 2.0 assessment. All you need to be is a borderline extrovert and the rest of your sales personality should be customized to play to your strengths.
  • Great salespeople really listen. They recognize that no one is a fantastic listener so they always aim to improve (ask your significant other!).
  • They sell “peace of mind” or outright happiness (I’m serious –  look at what McDonald’s, Coca Cola, Apple and Harley Davidson do so well).
  • Successful salespeople say “please”, “thank you” and “I’m sorry”.
  • They go slow. There’s no rush or desperation in their sales process. They have urgency when a deal is at risk, but at the same time, they are patient with every prospect until close.
  • Winners are consistent. They take days off and have a balanced life, but they always follow-up, dot the i’s and cross their t’s.
  • Closers drive towards YES or NO. Yes, a great salesperson has to be aggressive. You aren’t here to please prospects, salespeople are there to sell deals. If they are the right prospect you will help them – but they have to give you something in return – a real shot at selling you something. Don’t waste time on selling the “maybe’s”. Ask for yes, qualify maybe’s and keep moving the sale along.
  • They continually learn. This may be #1 on my list. It doesn’t matter where you start, it’s that a salesperson is improving regardless of age.

Lastly, the best salespeople get energy from others and really enjoy helping their prospects and customers on a daily basis. It’s a game, so have fun playing it and be damn good at it. 

Next week, I’ll turn the tables and explain what great selling organizations must do to attract and retain the best talent. Enjoy the return to the 2014 – 2015 school year!

It’s time to grow faster.

~Drew Schmitz

Twitter: @drew_schmitz

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