What does it take to be successful in the selling business? That is a question that needs to be asked or may need to be answered in a sales interview. In a series of articles early in my writing about sales, I wrote what I considered to be the steps required to reach the top of the selling profession.

There are numerous steps in this climb and the topic required more than one article. I also converted these steps into a presentation as part of our “Selling Skills Seminars.”

In this final article by yours truly in Sanitary Maintenance, I would like to recap some of these steps.

If you want more information on this “Stairway to Successful Selling” check our Web site at www.focusonsales.biz.

These steps to successful selling are in no particular order except for the first one:

• Desire: A burning desire to get the job done right. Without this desire, your stairway will collapse when the pressure is on.

• Commitment: A 100 percent commitment to get the job done right.

• Organization: Plan your work and work your plan. Old advice, but great advice get organized and stay organized. Three little words to success “Write It Down.”

• Persistence: “Believe and you persist.” Just remember there is a difference between being a pest and being persistent.

• Enthusiasm: Enthusiasm is contagious. Enthusiasm sells. Look at the last four letters: “iasm.” They mean, “I am sold myself.” Customers will see this and will buy from you.

• Honesty: Honesty with your customers, your company and yourself. Napoleon Hill wrote, “A person is either honest or dishonest. There can be no compromise between the two.”

• Integrity: Integrity shows in your everyday action. Tom Peters wrote, “Integrity has always determined the difference between winners and losers.”

• Competitiveness: You should enjoy when things get tough. Great things happen to you when you have to do your best.

• Good Selling Skills: This is obvious, but it is part of the total package. Product knowledge, industry knowledge and good selling skills are all part of your success formula.

• Knowledge: Knowledge properly applied is power. Become an expert; use your knowledge not to overpower people, but to help them. Your selling career and your personal life will be very positive with this strategy.

• Confidence: Confidence is probably the most effective sales tool you have. First comes curiosity, then knowledge, then comes confidence. Take the time to learn your products. With this knowledge comes confidence. Without it you won’t make the call, you won’t make the demonstration and you won’t make the sale.

• PMA: Positive Mental Attitude — How you feel is how you perform.

• Self Image: This goes with PMA. You can not out perform your own self image.

• Goal Setting: Set doable goals, but put in some stretch. Write them down and set a time frame and review them on a regular basis.

There are other steps, but for now that is a partial list. Start your own stairway and add some personal steps.

Each of these steps requires work and practice. Remember: perfect practice makes perfect. Practice only makes permanent.

In conclusion, I want to thank Sanitary Maintenance for their support over all these years and also a big thanks to all of you, the readers. Many of you have called, written or talked with me at various industry meetings and have been very complimentary. I am very appreciative — thank you.

Please keep in touch through our Web site www.focusonsales.biz or our e-mail mwdix@att.net.

That’s it for now — good luck and good selling.

To share your selling ideas, fax: (414) 228-1134, contact Mr. Dixon at (877) 379-3566 or e-mail dan.weltin@tradepress.com.




POSTED ON: 12/1/2007