Becoming a super salesperson

- Part 1

By Bill Blades William Blades, LLC Gold Canvon.

(2) Over 80Vo of clients make their vendor selection because they like, trust and respect the salesperson. Ask yourself what you are doing to get prospective clients to like, trust and respect you. You have to earn a great reputation as a leader or else you will be stuck in the role of selling something, to somebody, at a price. That's not a profession, but a boringjob.

ERHAPS lVo to 2Vo of all sales personnel can be classified as great.

Shocking? It shouldn't be, because most corporations hire salespeople who have never been trained, educated or held accountable for greatness. Then after being hired, most are not trained and educated. And then one of them is later named vice president of sales-without any skills or training to be a great vice president of sales. The cycle goes on, resulting in lower sales and margins than could be achieved.

Individuals wanting to be in the top 2Vo take charge of their own destiny. How?

(1) They work harder on themselves than they do for their employer. Who wins with this philosophy? The individual, the clients and the employer. Most industry representatives do not read every trade magazine in their industry. Read. Be an expert. I read over 400 trade magazines monthly. Clients don't want to deal with a salesperson who has gone stale. Don't just read magazines in your industry. Read magazines from other industries to help you get out ofyour box. They are usually free. If you don't read, you don't grow.

(3) Are you a giver? Do you give more of yourself to your clients and employer that anyone else does? The top 2Vo do. If you receive more gifts from clients than you give out, you're in the top 2Vo. If you pay for golf every time, you're not. You have to give a lot to get a lot.

If you are not in the habit of giving, the next time you exit a toll booth, pay for the person behind you. And don't let them catch up to you to see who you are. It drives them nuts.

(4) Think of and for clients at all times. Don't just read for your personal benefit. Read with the eyes of a "servancy business person." If you see an article that would be interesting and beneficial for a client, send it to them so they will find you to be interesting and beneficial.

(5) Be a value-added sales professional. Figure out how you will provide unheard-of services that no one else offers.

(6) Be more creative. Always think and act on this question: "What am I going to do to make this the best sales visit they have ever seen?" Creativity (emotion) beats logic (technical) almost every time in sales. Win them over emotionally first followed by the details later.

(7) Winners understand they can't be status quo. They know that they will never arrive. Even if you become the best in the world, you can't remain the best if you start feeling and acting as if "I have arrived." No matter how good you are today, you can be 257o better in 90 days. And over 9OTa of all the sales representatives I have worked with could become 50Vo better-yes, 5O7o better. Grow or perish.

(8) Those who are serious about their profession become certified. Sales people are like consultants in that only one in about 25,000 become certified. I'm certified in both of my professions, a CMC and CPS after my name means that I have earned them-and I earn more. My two big needs are money and oxygen, and designations bring me more of one of them. Earn yours.

(9) Don't be a salesperson-be a fantastic business person. Fridays are a great day to be such a person. I suggest you forget about making sales calls on most Friday afternoons. How many visits can you make between l:00 and 5:00? One? Two? Work at your desk instead.

Mail 15 postcards, make 15 phone calls, and get organized. Once a month, invest a full day at your desk and mail 25 postcards, make 25 phone calls, and act on every item in this article. Beats three or four prospect and service visits almost every time.

(10) Be a leader in your association. Be a good speaker, serve on a committee orland run for an office. The message is: don't do what 987o do, which is to just show up at the

Don't be a salesperson

-be a fantastic business person.

convention or trade shows. Most trade show booths look just like they did the year before. Most advertisements look like they did the year before. Prepare now to be different at next year's show. You will gain respect.

Next month I'll share l0 more activities that the top 2Vo of sales performers do-and do well.