| As a sales manager and coach, I am often asked | | | | Contrary to popular belief, confidence is not |
| 'what does it take to become truly great at | | | | something you have to be born with. Real |
| selling?' Sales is a highly competitive profession | | | | professionals develop their confidence, working on |
| and naturally everyone wants to be the best. But | | | | their appearance, self-image and by visualising |
| as we all know, only a select few really ever | | | | success. |
| achieve greatness, the vast majority destined for | | | | They are passionate |
| a career of mediocrity. | | | | For some, selling is more than a job - it's a |
| There are many sales people, but very few sales | | | | passion. If you want to be great, you must be |
| professionals. | | | | passionate about what you do. |
| This is what sets apart the best from the rest - | | | | They are adaptable |
| professionalism. Sales professionals consistently | | | | Professionals aren't scared of change, in fact they |
| exceed their targets, their results are always in | | | | embrace it and see opportunity. You must be able |
| the top 10% and they earn the biggest bonuses! | | | | to adapt your approach or strategy to the |
| So, what does professional selling look like? | | | | changing world. Don't get complacent. |
| In my experience, having been fortunate enough | | | | They believe in themselves |
| to lead, manage and observe highly successful | | | | If you don't believe in yourself, how can you |
| sales professionals doing what they do best, it's | | | | expect anyone else to? You must believe in you |
| become clear that they exhibit a core set of | | | | and create a positive state of mind. Self-belief is |
| beliefs that give them the edge over their | | | | highly motivating. |
| colleagues and competitors. They are so | | | | The point is, if you want to become great at |
| committed to these beliefs that they become | | | | selling you have to capture the essence of what |
| second nature and they are constantly 'in the | | | | it takes to be a professional. It's a fundamental |
| zone'. | | | | set of principles - a belief system, almost - and |
| They want it | | | | very few people possess these attributes or are |
| The most important attribute of all - you must | | | | willing to develop them. |
| want to be the best. Really want to be the best. | | | | Start by taking a long hard look at yourself in the |
| Be honest with yourself, just how badly do you | | | | mirror. Be completely honest with yourself, and |
| want to be a star performer? | | | | seek the opinions of friends and family members |
| They take ownership | | | | you can trust. Do you really have what it takes |
| Your target is your target, no-one else's. You | | | | to be the best? Do you really demonstrate the 7 |
| must take responsibility and never start blaming | | | | key attributes day in, day out? |
| others for your failures. It's your career; own it. | | | | The good news is that you are capable of |
| They are hungry for success | | | | developing into a top performing sales professional |
| Top sales pros and highly successful | | | | and enjoying the rewards that come with it, |
| entrepreneurs share an insatiable hunger for | | | | provided you are willing to invest time in yourself. |
| success. They are greedy for it and they never | | | | I guess it all comes down to the most important |
| stop pushing for more. You need it too. | | | | attribute of all - just how badly do you want it? |
| They are confident | | | | |