Can Anyone be a Top Sales Pro?

In my 20 years of training sales people, one of the questions I get asked the most is “How do I become a Top Sales Professional?” and the answer that comes to mind seems to be simple: To make the sale you need to skilfully identify the buyers needs, handle all objections and make sure you close the sale at the time they are ready to buy.

But working with BMW and their Sales Executives, we were lucky to be involved with research from the Centre for High Performance in the UK and this led my team and I to a new perspective on what makes Top Sales Pro’s tick.  Yes the sales process must be in place, but IN ADDITION there are 5 critical qualities that every Top Sales Pro displays:

• Achievement Orientation
• Concern with Impact
• Self Confidence
• Relationship Building
• Pro-Active Orientation
  

Achievement Orientation is at the top of the list because without the hunger to go beyond normal expectations and super achieve a salesperson doesn’t stand a snowball’s chance in hell. High Performance Sales Pro’s confidently drive through obstacles towards success with energy and a can-do attitude. Can this competency be acquired? No, unfortunately you either have it or you don’t

Personal appearance and the way you present yourself are very important. Top salespeople are Concerned with Impact – Sales Pro’s are dressed to kill.  Their opening pitch is practiced and expressed sincerely and succinctly.  They mean business and don’t waste time with petty small talk. How to satisfy the customer fast is their aim and they get on with the job. Unlike achievement orientation this is a competency that can be developed. Top sales professionals work to make a positive impact on customers and potential clients to achieve sales objectives and to build on brand values.

The 3^rd competency my team and I found is Self Confidence – Sales Pro’s exude a positive attitude and ‘walk the talk’. They really enjoy selling and take full responsibility for their own actions.  They can easily adapt their social style to suit the customer’s style. Again, we believe this competency can be learned and developed if the desire is there. As a top sales-professional you need the ability to understand your own strengths and weaknesses work on them and see yourself as amongst the best. A high belief in your own ability and an understanding of where one went wrong helps you to modify your behaviour to achieve results

The 4^th competency was “Relationship Building” – as it happens this is the very first module we teach on our sales training courses. We believe that not only sales people but every employee should be a brand ambassador. “How to become a Business Partner” is a set of skills that can be learned. At the end of the day people buy from people they trust and like. Top sales professionals have the ability to easily establish rapport with people at all levels (internal and external customers) in order to grow business.

The 5^th and final competency we isolated was “Pro-Active Orientation” – Sales Pro’s don’t wait for things to happen, they make things happen.  To be tenacious in all situations without pestering the prospect is a competency that can be learned.  We find too many salespeople give up too easily and assign blame or plead the excuse of ‘rejection’.  Top sales professionals have the ability to take responsibility for all aspects of the situation even beyond ordinary boundaries and the ability to expect, notice and nurture success in any situation and to turn problems into opportunities, displaying determination to succeed against all odds.

How do you stack up against these competencies?

My team and I are available to help you learn these critical competencies.