1 7 Qualities of Top Sales People Kelley School of Business Bob Goldstein Discussion Session # 68 February, 2005

2 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?

3 We usually think of SELLING PRODUCTS SERVICES OR BOTH

4 But what about.. Selling Yourself ?

5 Remember this truism….. I don’t 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”.

6 Who would you hire? Joe has a 4.0 g.p.a. Also, he is a “slug”. He is slovenly—conceited—surly-- doesn’t bathe too frequently—has no friends---yet his grades are tops. Bill has a 3.0 g.p.a. He is personable— well liked—outgoing—a good listener— enjoys working with others—and he bathes frequently.

7 ARE YOU…… BEGINNING TO GET THE MESSAGE?

8 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 you’re not going into sales as we traditionally think of “sales”.

9 Who is Brian Tracy?

10 A review of Brian Tracey’s 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.

11 O.K.-  Let’s Review Brian’s Message

12 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%.

13 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.

14 Who do you think are the top earners in the big name consulting firms? Those with the 3.9 gpa’s? OR Those who bring in the most new clients?

15 Why are some salespeople so successful? 80% of Sales success is psychological. Top salespeople are OPTIMISTS. They have a positive mental attitude.

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

17 Seven Qualities of Top Salespeople 1. They are ambitious.

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

19 Seven Qualities of Top Salespeople They are ambitious. They are courageous.

20 Courage Everyone is afraid. The best salespeople do it anyway! Ask for the sale… The top people confront their fears.

21 Seven Qualities of Top Salespeople 1. They are ambitious. 2. They are courageous. 3. They are committed.

22 Commitment…. Caring is the key element in successful selling. Selling has often been defined as a “transfer of enthusiasm”.

23 Law of Correspondence The more you believe in what you sell, the easier it is for you to convince someone else.

24 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.

25 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?

26 Forbidden Phrases “WHY DO YOU NEED TO KNOW?” “NO.” “YOU’RE WRONG.” “WE’VE NEVER DONE IT THAT WAY.” “YOU’LL HAVE TO.” “THAT’S NOT MY JOB.” “THAT’S AGAINST COMPANY POLICY.” “I DON’T KNOW.”

27 What makes people remember? Positive Associations Love,, Table, Fork, Pen, Stream, Wisdom, Stream, Flower, Zulu, Ruler, Blue, Sheep, Meaning, etc…

28 Why Do Customers Stop Being Customers? Beyond Customer Service, % 1% Die 3%Move Away 5%Seek alternatives 9%Go to the competition 14% Dissatisfied with product/service 68% Upset with the treatment they receive

29 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.

30 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.

31 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.

32 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.

33 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.

34 Hooray! I Made the Sale!

35 Just Remember… YOU ARE SELLING YOURSELF!!!

36 Evaluation Questions Use: A. Strongly agree B. Agree C. Disagree D. Strongly disagree E. Don’t 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.