What does it take to be successful in sales?

Some say the most important thing is Enthusiasm.

en·thu·si·asm n.

1. Great excitement for or interest in a subject or cause.
2. A source or cause of great excitement or interest.
3. Archaic

• Ecstasy arising from supposed possession by a god.
• Religious fanaticism.

While you need to have a passion for what you do and what you sell, it takes more than enthusiasm to be successful.

Selling is not just “telling.” Successful selling takes more than just spewing facts about products and services. It is relationship development, prospecting, making the approach, interviewing, presenting, answering objections, asking for the order, and keeping promises. Selling requires enthusiasm, product knowledge (yours and your competitors), and confidence.

con·fi·dence n.

1. Trust or faith in a person or thing.
2. A feeling of assurance, especially of self-assurance.
3. A trusting relationship: I took them into my confidence.
4. The state or quality of being certain: I have every confidence in your ability to succeed.

Expertise breeds confidence. Confidence results from knowing you are prepared, and that you can deliver and keep promises. Confidence forms the basis for enthusiasm. Enthusiasm is a choice. But still you don’t want to run around screaming about your product. Unbridled enthusiasm results in a lack of focus. It takes more to truly succeed in sales.

pro·fes·sion·al·ism n.

1. Professional status, methods, character, or standards.
2. The use of professional performers, as in athletics or in the arts.

Professionalism takes all of the factors listed above to a higher level. It helps you form a cogent story, run your business like a business, build and work a plan in an organized, focused manner.

So what is the most important factor?

There is no one most important key to success in sales; they are all important! Your success is a product of how well you execute on the activities and behaviors listed above, and the attitude that you bring to these tasks.  Successful salespeople are confident in their abilities, enthusiastic about their solutions, and professional in their execution.

Good selling!

As a professional speaker, marketing consultant, business coach, and high level-sales trainer, I meet with a wide variety of salespeople and consultative advisors. This week one of my engagements was to the mutual clients of a retirement plan distributor and a third-party retirement plan administrator, or TPA. One of the points that was discussed of the flaw of SBS© or “Selling By Spreadsheet©.

Too many so-called advisors feel they are providing value by selling cheapest as best.  Advising is really telling a client what is the best solution to their problem. Sometimes price comes into play, but if you are selling a service, usually the main selling point is the quality of service, not price. When you sell price your biggest risk is someone else can do it even cheaper, and if you look hard you can always find it cheaper!

A recent commercial by Office Depot says it well. The commercial depicts a barber shop best by a cheaper competitor, and how they address the challenge. When faced with a shop across the street offering $6 haircuts, they counter with a sign that says, “We Fix $6 Haircuts.”

So what’s your story? Build a defining statement that truly demonstrates your value as an advisor, and quit positioning yourself as the cheapest alternative. Position yourself as the best alternative.

Good selling!

To see the Office Depot Commercial, click HERE.

An article written by Paul Hochman in the February issue of Fast Company magazine discusses the future of wireless electricity.  That’s right – wireless electricity.  This technology resides in the present, not the future. The article features wirelessly rechargeable tools, cell phones, and other consumer electronics.  Terms such as “Inductive Coupling,” and “Radio-frequency Harvesting” provide a peak of the future in products that become available in three to eighteen months!

Consider this question: Are you selling and serving your clients using the tired techniques and technologies that worked in the past?  When I mention technologies, I speak of the personal branding, sales processes, and relationship marketing programs that provide clients with exceptional service, create significant increases in sales growth, and differentiate you from the competition.

Step back and take a look at every aspect of your business.  Ask yourself what you can do to incrementally improve all aspects of your business.  Implement processes that take advantage of new ideas and technologies. Those incremental changes contain the keys to rapidly growing your business.