The Deadly Dozen: 12 Traits of Outstanding Salespeople

Nothing can stop the man with the right mental attitude from achieving his goal; nothing on earth can help the man with the wrong mental attitude.

Challenges Time Management

Trait 1: Positive attitude and enthusiasm

The No. 1 separator of great, good and poor. The person of attitude (the winner) leads prospects to the sale. The whiner leads people to the pity party.

Trait 2: Unyielding belief in the company, the product and self

Self-belief is the No. 2 rule

of sales success. You must believe that your product and company are the best. And you must believe that you are the best. Real winners believe they'll win.

Trait 3: Sense of Humor

"You must have the ability to laugh at yourself, and avoid becoming egotistical about your successes. Have fun.

Trait 4: Healthy Ego

Successful salespeople use healthy egos to measure improvement. Ask, what could I have done better? What have I learned from this call?

Trait 5: Listening Skills

A truly great salesperson listens, not to get information to manipulate, but to assist in serving the customer. As the saying goes, speak little, listen much, and be slow to anger. How much do you care?

Trait 6: Building Value

Value -- perceived or real -- is the only thing that separates one product from another, other than price. Perceived value counts more than real value. The value seller generates profit and loyal customers.

Trait 7: Use of creativity

Many times products or services appear the same to the customer. Creativity by the salesperson in the areas of approach, presentation and follow-up will help a winner emerge. Be different

Trait 8: Focus on the second sale

Nearly 85 percent of all sales are produced by word of mouth. Everything you do must be aimed at the second sale. Concentrate on creating Raving Fans.

Trait 9: Probe deeper

"We're looking for cost-savings and efficiency." Will you immediately tell him how your product meets his need? A really smart sales person won't,

Trait 10: Helping others

Selling for the love of helping others get what they want, rather than the love of money. Money is what others measure you by. Helping others leads to fulfillment. Fulfillment is how you measure yourself.

Trait 11: Commitment

You need to have commitment...real commitment to what you're doing. Total and full commitment. If you are not committed
get out.

Trait 12: Passion and desire to excel

This is a personal characteristic that is evident to others by their exhibited enthusiasm for what they do. No prize in sales for second place. Passion will make up for a multitude of mistakes.