7 Qualities of

Top Sales People

Kelley School of Business

Bob Goldstein
Discussion Session
# 68
February, 2005

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 How many of you are
planning a career in sales
(show of hands)?

Anything less then a 100%

show of hands is not
acceptable

NOW WHY DO I SAY THAT?

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We usually think of
SELLING

PRODUCTS
SERVICES
OR
BOTH

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But what about..
Selling
Yourself ?
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Remember this truism..
I dont care what career path you are
on. The reality is that you must sell
yourself before you sell your skills.
I am talking about your persona---
about how others see you as a
human being.
I choose to call it personal
salesmanship.
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 Who would you hire?
Joe has a 4.0 g.p.a. Also, he is a
slug.
He is slovenlyconceitedsurly--
doesnt bathe too frequentlyhas no
friends---yet his grades are tops.
Bill has a 3.0 g.p.a. He is personable
well likedoutgoinga good
listenerenjoys working with others
and he bathes frequently.
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 ARE YOU
BEGINNING
TO GET THE
MESSAGE?
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The video you are going to
see
is focused on those who are planning a
career in sales and what it takes to
become a top salesperson.
But following my own thesis----that we sell
ourselves before we sell our skills, I
believe there is something you can
learn from this video even though
youre not going into sales as we
traditionally think of sales.
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Who is Brian Tracy?

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www.briantracey.co
m
A review of Brian Traceys web-site could
very easily lead you to the conclusion that
he walks on water.
My own criteria is simple: Would I pay to hear
him speak? Right now, the only person on
my pay to hear list is George Carlin.
There is some good information in this
video---but you will have to decide if you
would pay to hear him speak.

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 O.K.-
Lets
Review Brians
Message
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Why are some salespeople
so successful?
20% of the salespeople make 80% of the
sales and 80% of the commissions
10% of salespeople open 80% of new
accounts (hunters)
The top 10% of sales professionals today
earn 5X, 10X, 15X and even 20X the
average of the other 80%-90%.

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 Why are some salespeople
so successful?

1. They sell the product people want.

1. They convince people they want

the product they have to sell.

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 Who do you think are the
top earners in the big name
consulting firms?
Those with the 3.9
gpas?
OR
Those who bring in the
most new clients?
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Why are some salespeople
so successful?
80% of Sales success is
psychological.

Top salespeople are OPTIMISTS.

They have a positive mental

attitude.

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Optimism
Optimism is a
result, or effect,
of the seven key
qualities of top
sales people

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Seven Qualities of Top
Salespeople
1. They are
ambitious.

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Ambition
A strong desire to
gain a particular
objective;
specifically, the
drive to succeed
or to gain fame,
power wealth,
etc.

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Seven Qualities of Top
Salespeople
They are ambitious.

They are courageous.

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 Courage
Everyone is afraid.
The best
salespeople do it
anyway! Ask for
the sale

The top people

confront their
fears.
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Seven Qualities of Top
Salespeople
1. They are
ambitious.
2. They are
courageous.
3. They are
committed.

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Commitment.
Caring is the key element in
successful selling.

Selling has often been defined as a

transfer of enthusiasm.

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Law of
Correspondence

The more you

believe in what
you sell, the
easier it is for you
to convince
someone else.

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Seven Qualities of Top
Salespeople
1. They are ambitious.
2. They are courageous.
3. They are committed.
4. They see themselves more as
consultants than as salespeople.

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Consultant stance
People accept you at the way you
present yourself.
Act like a consultant in everything
you do and say.
What does a consultant do?

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 Forbidden Phrases

I DONT KNOW. NO.

WHY DO YOU
NEED TO KNOW?

THATS AGAINST YOURE WRONG.

COMPANY POLICY.

YOULL HAVE TO.

THATS NOT MY JOB. WEVE NEVER DONE

IT THAT WAY.

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 What
makes
people
remember
?

Positive Associations
Love, , Table, Fork, Pen, Stream, Wisdom, Stream, Flower, Zulu, Ruler, Blue, She
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 Why Do Customers Stop
Being Customers?

1% Die

100%
3% Move Away
5% Seek alternatives
9% Go to the competition
14% Dissatisfied with product/service
68% Upset with the treatment they
receive

Beyond Customer Service, 1992.

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Seven Qualities of Top
Salespeople
1. They are ambitious.
2. They are courageous.
3. They are committed.
4. They see themselves more as
consultants than as salespeople.
5. They are prepared.

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Three Keys to Preparation
in Selling
1. Pre-call research do your homework-
mentally prepare.
2. Pre-call objectives what are your
goals?
Starting out? Break it down.
3. Post-call analysis write down every
detail. When to re-contact.
Think what other approach could be used
to advance your prospect of success.
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Seven Qualities of Top
Salespeople
1. They are ambitious.
2. They are courageous.
3. They are committed.
4. They see themselves more as
consultants than as salespeople.
5. They are prepared.
6. They engage in continuous
learning.
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Keys to Continuous
Learning
Read one hour in
selling each day.
Listen to audio
tapes in your car.
Take all the
training you can
get.

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Seven Qualities of
Top Salespeople-summary
1. Be ambitious.
2. Be courageous.
3. Be committed
4. Be professional.
5. Be prepared.
6. Engage in continuous learning.
7. Be responsible.
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Hooray! I Made the Sale

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Just Remember

YOU ARE SELLING

YOURSELF!!!
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Evaluation Questions
Use:
A. Strongly agree
B. Agree
C. Disagree
D. Strongly disagree
E. Dont know

1. I found the presentation of material easy to understand.

2. This Advantage session increased my knowledge on the
subject presented.
3. I will be able to use some of the information from this
Advantage session in the future.
4. The presenter was well prepared for this session.
5. This presentation should be repeated in future
semesters.

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