You can find more than 13,000 books on Amazon.com that aim to teach people how to be successful in selling. Many of these books are very good, while others are misleading. Unfortunately, some authors and “sales experts” continue to perpetuate age-old myths about selling that need to be dispelled. Three of the biggest myths today are:
Myth #1
Anyone can be successful in selling if they work hard enough.
Hard work helps, but alone it will not make you a successful salesperson. There are salespeople out there who work 60-hour weeks, yet they still struggle to find a prospect or make a sale. Selling is a talent. It is the right mix of ability, skills and approach that defines a successful salesperson.
MYTH #2
Successful salespeople are born that way.
No one is born knowing how to sell. Selling is an acquired skill that is discovered, developed and honed over time. Those who are successful in sales have simply married their natural abilities of discipline and drive, along with a comfort for interacting with other people, to a profession that compensates them well for these talents.
MYTH #3
Success in selling is all about attitude.
Success isn’t just about attitude, it’s about aptitude. Attitude will get you up and to work every day, but it won’t get you customers to work with.
The truth is this: Success isn’t simple. Success is like a formula or a recipe – it’s a bit complex. If success were easy, everyone would be successful. Here are common characteristics of successful salespeople, designed to help your club reach its full potential:
• Top performers are in it for the long run. Unlike those who are trying the job on for size, top performers are committed to their career in sales until retirement. This long-term focus and obligation means they will invest more in their jobs every day than others are willing to invest. That’s why they succeed at the level they do; they are in it for life.
• Top performers take risks. They are willing to try new things, experiment, change old habits and go after big targets of business. Although top performers fail at these endeavors as much as anyone else, they also succeed more because they are continually taking risks and trying new things. A risk-taking mindset means you will create opportunities others will never have.
• Top performers invest in themselves. They are OK with spending some of their own money for things. Some top performers invest as much as 5 percent to 10 percent of their incomes every year on tools and resources to help them grow as sales professionals.
• Top performers align with top clients. It is hard, if not impossible, to become a success if you don’t work with successful people. That’s why top performers are picky about the customers, clients and partners they choose. In the business of selling, your clients and partners say a lot about who you are.
• Top performers are stingy with their time. Your time is worth money – a lot of money. Top performing salespeople are particular about what they do with their time and invest the bulk of it in activities and clients that have the highest payoff.
• Top performers know their stuff. Because they take the time to learn new things, read industry periodicals, stay current on market changes and share news with others, top-performing salespeople build a knowledge base that allows them to sell from a level of expertise few others have. Clients recognize the value of knowledge, and gravitate toward well-informed salespeople, because they trust them to help them find the right solutions to their needs.
• Top performers like to sell. While many salespeople shy away from various sales activities, top performers actually enjoy selling. They enjoy the client conversations, delivering presentations and meeting new prospects.
• Top performers are “can-do” people. It is reflected in their initiative, their approach to problem solving and their openness to new ideas. They look for ways to make things happen, not excuses why things aren’t happening. This allows them to change, grow, adapt and outperform the competition and their peers month after month.
Douglas Smith is a nationally recognized speaker and sales trainer who helps organizations and sales professionals sell smarter and better. Douglas has spent more than 25 years building a successful career in sales management, training and leadership development, and now delivers nearly 100 presentations and workshops every year on effective sales and sales leadership practices. To contact Doug about speaking to your organization, call Douglas Smith & Associates at 877.430.2329 or visit www.DougSmithPresents.com
