I know what you are thinking. The whole point of sales is to get customers to buy what we want them to buy. Unfortunately, people don’t like to be told what to do. People like to do what they want to do. Your job as a salesperson is to make customers think it was his or her idea to buy the product you want the customer to buy. It’s like the movie Inception.

You don’t have to go inside the customers dreams to make a sale. All you have to do is give customers options.

Giving the customer options makes customers feel like they are in control. It lets the customer be involved in the process. Most importantly it makes them feel like the decisions to buy was his or her idea.

So the question is how do we get the customer to choose to buy the product we want them to buy?

To begin with, every option you give the customer should come with your personal advice. You show the customers all the options you want to show him or her. Then, tell the customer which one you recommend. Don’t be pushy in your recommendation. Be helpful and informative. If you have earned the customers trust, he or she will listen.

Another way to give the customer options and still make sure the customer buys the product you want to sell is to choose the options you offer wisely. You can always choose what options you give the customer. Obviously, there are some options you have to offer by law in many industries. I am not talking about those. Make sure you offer and disclose everything you should offer or disclose.

I am referring to the options you can create. Almost every product has several customization options. Cars have many options and packages. Many industries such as finance and insurance provides personalized proposals. Make sure you have a good understanding of what the customer wants, and create 2 or 3 proposals that meet his or her needs and are profitable sales.

It’s easy to make good decisions when there are no bad options.
~Robert Half

When I was in finance, my favorite option to offer was term. I would create 3 proposals. One would usually a “bad one.” It would usually follow the customers instructions, and usually it would end up being just an ok proposal. Then, I would create a really good proposal and make it as attractive as I could. This is the proposal I want the customer to take, so I would put some time and effort into this one. Then, I would take that same proposal, and change the term by as much as I could without going over the customer’s budget. Obviously, the term needs to be different enough to make the proposal look different.

Our most profitable product was a home equity, so for example, I would create one home equity proposal for $100,000 at 8% for 30 years. The payment on that is $877.57. Then I could make another proposal for 15 years, with a $1,074.61 payment.

Notice how different the two payment look aesthetically, but $200 per month to pay off the loan in half the time, is not that much. However, either way, I was offering the customer the same loan. I would receive the same commission for either loan, but in the eyes of the customer, the two loans were completely different. Furthermore, because it does not matter to me which option the customer chooses, the sales pitch is very casual. I avoid a high pressure sales situation, and I empower the customer by letting him or her choose. The customer’s perception is that I am not pushing them into anything. They are calling the shots, and when he or she decides on a proposal, it will be his or her idea.

You can do something similar in your industry. All you have to do is to put some thought into it. Focus on the customer’s needs, and pay attention to the customer’s perception of your presentation. Put yourself in your customer’s shoes. If you need some help, ask a friend to role-play with you.

Most importantly, always give the customer options.

The post Give Customers Options appeared first on Sales Training Blog.

Smiling
If a customer smiles while you are presenting benefits or pricing, it is usually a good sign.

Nodding
Nodding at the right time is also a buying signal.

Leaning Forward
When customers lean forward, it usually means they are interested in what you are saying, so, if well-timed, leaning forward can be a strong buying signal.

Asking About Next Steps
When customers ask about processes, or the next step in a process, it usually means they are interested.

Asking About Time Frames
When a customers ask how long it would take to finish the sales process they are ready to buy.

Positive Statements
Positive statements such as, “that’s good,” “wow,” “I like that,” and other similar statements are buying signals.

Positive Comparisons
When a customer says that something about your product is better than a competitor, it is a buying signal.

Surprised Statements
Surprised statements such as, “interesting,” “I didn’t know that,” and “really?” while talking about the benefits is a buying signal.

Displays of Excitement
When customers get excited about your product, they are ready to buy.

Payment Options
When a customer talks about payment options, they a thinking about buying.

Detailed Questions
Asking several questions about specific details is a buying signal. The customer is showing interest in the product.

Indecisiveness About Options
If a customer is indecisive about two options, he or she wants to buy. Help the customer make the choice and close the deal.

Questions About After-Buying Services
If a customer asks about any service you offer after purchasing, such as your warranty, your return policy, or your ongoing service, they are thinking about buying.

Repeat Questions
If a customer asks a question a second time, they are usually trying to verify something important to them before they buy. Close the deal.

If I Had It, I Would…
Customers telling you what they would do if the had your product is a buying signal. For example, statements such as, “I could use that in the kitchen,” or “this would go well with the decor” are buying signals.

Dilated Pupils
When people see something they want, their pupils dilate. If you see dilating pupils when you are showing customers benefits or price, they are ready to buy.

Availability Questions
Questions about availability of option, such as color, are buying signals. For example, “do you have one in green?” or “do you have one with/without __________” are both buying signals.

Questions About Discounts
This one is a little odd. People think that customers concerned about price is a bad thing, but talks about price means that the customer wants to buy. Overcome the price objection and close the deal

This is not by any a means a complete list. Every customer is different, and a buying signal could be anything. However, this list should help notice more buying signals. Be on the lookout for these, and close the deal. For more details on buying signals read my post titled “Identifying Buying Signals”

If you have a good buying signal example, let us know! Post a comment, and we will add it to the list.

The post 18 Buying Signals Examples appeared first on Sales Training Blog.

Buying signals are hints the customer gives you to let you know that he or she is interested. They are important because they help salespeople know when to close. You don’t want to rush into closing because you could undersell the customer and fail to present the benefits that will make the customer want to buy. You also don’t want to wait too long. You could oversell the customer, and he or she may lose interest. Buying signals can be very obvious, or they can be very subtle. Because buying signals can be very subtle, salespeople often miss them, and end up overselling.

So, what signal am I looking for exactly, and how can I avoid missing it? Well, there is no set signal. Every customer is different. Some customers will give obvious buying signals such as verbally telling you, “Ok, let’s do it.” Others will sit there with a poker face. To avoid missing buying signals, salespeople have to learn to read customers.

Pay close attention to the customers tone, body language, and facial expressions. Salespeople can learn a lot from these non-verbal indicators. Pay close attention to the timing of the customer’s expressions. What were you talking about when the customer leaned forward and smiled? Expressions of interest or happiness when you are talking about a product are buying signals.

“As I grow older, I pay less attention to what men say.
I just watch what they do.” ~ Andrew Carnegie

Don’t rush to close on the first smile the customer gives you. Keep in mind that not every smile is a buying signal. Furthermore, you always want to make sure you present your strongest benefits. Cutting your sales pitch short may be a mistake. If you are too eager to close, you will end up underselling, so it may be a good idea to get 2 or 3 possible buying signals before you go in for the kill.

You could also pass up a few buying signals before you realize that they were buying signals. That is fine, but make sure that you are paying attention to avoid overselling. If you think you saw a subtle buying signal, you can always check by asking questions. Ask the customer what he or she thinks so far. That is an easy way to check for buying signals.

Another way to check for buying signals is to paint an emotional picture. Have the customer picture themselves owning or using the product. This will create some emotion, which is usually easy to notice.

For example, you are presenting product benefits to a customer, and the customer nods. Nodding is a sign of approval and could be a buying signal. However, it could also simply be a sign of understanding. At this point, you are not sure if it was a buying signal.

Then, you tell the customer the price, and you notice a surprised look on the customer’s face. This could be a good thing or a bad thing. At this point, it would be a good idea to test the waters. Ask the customer what he or she thinks of the product.

Let’s say the customer says something inconclusive like, “it’s alright.” That phrase could go either way, so you will have to pay close attention to the tone in which the customer said it. If you are still unsure, then it its time to paint a picture. You paint an emotional picture, and you catch the customer smiling. That is a definitive buying signal, and you realize that the other three were buying signals. Now it is time to close.

Selling is not an exact science. You will not close every sale, but with practice, you can get better at looking for buying signals and increase your closing ratio. For examples of buying signals, take a look at my 18 Buying Signals Examples post.

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The easiest way to let the customers know you care is by telling them. Tell the customer that you are there to help. When I used to sell loans, I used to tell customers that my job is to help the customers. Underwriting’s job is to protect the company. I would explain that this struggle would help maintain balance. Then, I would reassure then that I would do everything I could to help them. This would set the tone for our interactions. I was always on their side.

The problem with simply telling customers that you care is that often they will not believe you. You have to show them that you care.

Nobody cares how much you know, until they know how much you care.
~Theodore Roosevelt

One of the best ways to show the customer that you care is to listen to them. Listening allows you to learn the customer’s need and wants so that you can focus on benefits that the customer wants. Once you determined what the customer wants, you can use that to show the customer you care. Every time you get a chance remind the customer that you are working hard to help him or her reach his or her goals. When you do, make sure you paint a picture. This will also help to keep the customer motivated to buy. This is especially important with long sales cycles.

Another way to show customers you care is by sharing your expertise. Information is valuable, so sharing good information with your customer is a gift. Explain something in detail. Take the time to answer all the customer’s questions. Take the time to make sure the customer understands. You would be surprised how many sales people fail to do this. Taking the time to teach the customers something will show the customer you care, and it will also show the customer that you are an expert, which builds trust.

Another important way to show the customer you care is talk to the customer on a personal level. use the customer’s name. People hate it when others forget their name. Let them know you care enough to remember their name.

When possible, go one step further, and use the customer’s first name. If you are in a professional environment, or if the customer uses a very proper tone, ask the customers if you can call them by their first names. If you sell in a more casual setting, our if the.customer uses a very casual tone, just start using the customer’s first name. Keep in mind that if you use the customer’s first name, you should tell the customer to call you by your first name. Befriend the customer. When I was selling, customers would invite me to go places all the time. Befriending the customers creates a stronger, longer lasting relationships that will increase chances of repeat customers and referrals.

Another important way of showing the customer you care is to set right expectations and follow through. In other words, do what you say you will do. If you tell a customer you will call in five minutes, make sure you call in five minutes. If there is any chance that you may not call back, then set the right expectations. If you are not sure you can call them this week, tell them. You would be surprised how much of a difference this will make. Customers usually do not mind waiting if they are expecting to wait. If the customer is in a rush, he or she will tell you. This is another chance to show them you care. Simply show a sense of urgency in all your interactions. I will discuss more about meeting expectations in another post.

Showing the customer you care is extremely important, but it is very easy. Just be sincere. Genuinely try to help the customer. Treat customers as you would treat friends and family. Use every chance to “hook the customer up.” Customers will love you.

The post Show Customers You Care appeared first on Sales Training Blog.

To find hidden objections, you fist have to determine that there is an underlying objection. Probably the biggest clue that the customer is not telling you the truth is when the customer gives you a series silly excuses. If you overcame two or three objections, and the customer still trying to come up with more excuses, you need to start looking for the real objection.

Unfortunately, finding the hidden objection is difficult to do. You have to be kind of like a detective. Pretend you are Sherlock Holmes. Sometimes you can gather the real objection from context clues, reactions and body language.

“Three things cannot be long hidden: the sun, the moon, and the truth.” ~Buddha

Fortunately, when a customer does not want to tell you the real objection, the real objection is usually one of a few objections. Usually, the customer does not want to waste his our her time. They don’t trust you. They don’t find your products valuable enough. They don’t feel your products are for them, or they simply don’t feel like listening. Obviously, these are very broad objections that apply to many specific objections. To figure out more specific hidden objections, think about some of the most common objections in your field. For example, in finance, the product not being valuable enough probably means the customer heard of lower rates elsewhere. Some of these objections can be some of the tougher objections you will face, but no objection is impossible to overcome.

Probably the easiest way to try get the customer to talk is to call his or her lie. Be blunt. Ask the customer what the real objection is.

“Mr. Customer, let’s not waste any more of each other’s time. You have given me a bunch of excuses, but you have not given me the real reason you are coming up with these excuses. I want to help you, but I need to know the truth.”

This will throw the customer off-balance. People are not used to such honesty. This will take down the customer’s defenses, and give you an opportunity to overcome the objection.

Another way to find the hidden objection is to start thinking about the root of all the excuses. Many times, the objections the customer gives you are all related. Think back to the objections the customer gave you. Is there a pattern? For example, do all the excuses have to do with the product’s features and money? If they do, maybe the customer feels the product is not valuable enough, or the customer saw a competing product at a lower price. I know it sounds obvious when I word it that way, but in the middle of a customer interaction, sometimes it is not as obvious.

Another way to find the hidden objection is to try to read the customer’s body language and facial expressions. Many times, the customers gestures will help you find the truth. at this point, you should have already asked many open-ended questions. You should know what the customer wants. If you did not, then you need to ask as many open-ended questions as possible. These questions will often give you clues about what the underlying objection is. While you are talking, take notice of how the customer reacts. Its like poker. You have to know when the customer is bluffing!

Always be aware that customers don’t always tell you the real objection. Always ask many open-ended questions. Always try to read the customer’s facial expressions and body language. Always be confident enough to ask the customer the tough questions. If you do these three things, finding hidden objections will become much easier for you.

The post Find the Hidden Objection appeared first on Sales Training Blog.

Making yourself an expert in the eyes of the customer is important because that is how you earn the customer’s trust. Think about it. Why would a customer value your advice if they don’t believe that you are an expert? How do you react when you start to get the feeling that a salesperson does not know what he or she is talking about? Personally, I go find a manager or someone who can answer my questions and offer useful advice. Most people would too.

With that being said, your goal for every customer interaction is to make yourself an expert. You have to wow the customer. You have to teach the customer something they did not know before. You have to make sure that by the time the customer leaves, he or she thinks that you are the smartest person in the world, and that nobody knows more about your industry than you, not even your manager. I mention managers because I’ve often heard salespeople try to sell me on how great his or her manager is. This is a mistake. Who do you want to make the sale, your manager or you? Instead, have your manager talk highly of you.

To be able to make yourself an expert, first you have to know your product inside and out. You have to know every feature, every detail, and how everything works. This may seem obvious, but you would be surprised how many sales people fail to take that extra step. I can’t tell you how many times I’ve asked a salesperson a question about a product and got a blank stare.

The next step is to listen. Customers shop to find a better solution to a problem. They buy cars to have better solution to transportation. They buy houses to have better solution to their living situation. Your job is to listen to the customer’s needs and wants.

Once you understand what the customer wants, you have to find the answer with one of your products. Start by giving the customer some facts about your industry. Impress the customer with some statistics that he our she would find interesting.

For example, if the customer is buying a car, and he or she has children, you may talk about safety statistics and safety ratings. If the customer is buying a house as an investment, you could talk to the customer about market appreciation and amortization schedules. If you can teach the customer a few things about what the customer is passionate about, you will earn the customer’s trust.

Remember, at this point, you should not sell anything. You are simply educating the customer to earn his our her trust because you need the customer to trust you when you try to close the deal. If the customer fits not trust you, they are less likely to buy from you.

Make sure you answer all the customer’s questions with confidence. Your confidence level while answering the customer’s questions will have a huge impact on the level of confidence the customer has on you. At the risk of sounding redundant, the only way you can be confident in your answers is by knowing your products.

Keep in mind that no matter how much you know about your product customers will always ask questions you don’t know the answer to. It is impossible to know everything, but you should be able to answer 99 out of 100 questions intelligently. For that last question, you just need to be able to find the answer to the question. You don’t always have to know the answer, but you always have to know how to find the answer.

“The mark of a well educated person is not necessarily in knowing all the answers, but in knowing where to find them.” ~ Douglas Everett

If a customer asks you a question you don’t know the answer to, simply look surprised yet confident, and tell the customer, “Wow, that is a great question. Nobody has ever asked that. I don’t know, but if you will give me a moment, I will find the answer.”

There is no exact science in sales. I can’t give you a magic formula that will make you close every sale, but if you make yourself an expert, and follow other advice in How To Be a Salesperson.com, you will greatly increase your success rate.

The post Make Yourself an Expert appeared first on Sales Training Blog.

“Knowledge is power” ~Francis Bacon

One of the most important skills a salesperson can have is listening skills. Listening is a crucial aspect of sales that many salespeople overlook. Most experts say that salespeople should listen 80% of the time and talk 20% of the time. Yes, it is that important. Personally, I don’t like to use a number because some customers love to talk, and others don’t. Some customers will talk forever about anything, and some will just give you the facts. Keep in mind that there is a thin line between listening to the customer’s needs, and wasting your time chit chatting about the customer’s favorite TV show. To help you listen effectively while avoiding wasting your time, here are some guidelines.

Ask Open Ended-Questions
Asking open-ended questions is the most important thing you can do to find out what the customer wants. Asking open-ended questions is especially important for those customers that do not want to talk. You may have to pull information from these customers. To get this information you will have to create a list of questions to ask customers. For example, if the customer is buying a house, ask the customer to describe his or her dream house. Notice I did not ask the customer what type of house he or she wants. That is another open-ended question, but by asking the customer about a dream house, the customer is likely to get excited and talk more. When you begin the first conversation with a customer, be ready with a list of open-ended questions, and don’t stop asking until you have a clear idea of what the customer wants.

Actively Listen
While you listen, you have to show the customer that you are interested in what he or she is saying. If the customer senses that you are not interested, the customer will stop talking. Try to look intrigued. Your body language has to show that you care. Lean forward, nod your head, and smile. This projects that you are friendly and receptive. On the other hand, if you leaning back and crossing your legs displays indifference and arrogance. Paying attention to your body language is important because customers read your body language very easily.

Control the Conversation
When talking to customers, you have to control the flow of the conversation. People can stray off topic very easily. Talking about the number of rooms in a dream house can quickly turn into talking about the customer’s children and their extra-curricular activities. Because of this, you have to be ready to steer the conversation back on track without sounding as if you don’t care. To do this, wait for a break in the customer’s conversation. While you wait, make sure you are actively listening. There will be a quiz on this information later. Customers do not like it if you forget information like their children’s names. Without interrupting the customer, acknowledge the conversation, relate to the customer, and change the subject. For example, if the customer is talking about his or her children, say something like, “Children are amazing. I have two little ones, but back to your dream house…” and ask another open-ended question. Make sure you use a sincere a friendly tone.

Confirm What You Learned
Everybody perceives things differently. What you consider a large house, someone else may not think is a large house. Once you think that you have a very clear idea of what the customer wants. Confirm your understanding with the customer. This is also a time where you can get the customer excited about the benefits of your products or services. Describe the customers dream house, or the customer’s dream whatever-you-are-selling. At the same time, get the customer excited about buying. Most importantly, you will know exactly what the customer wants.

Use What You Learned to Help You Sell
Have you ever heard the phrase, “Anything you say can be used against you in a court of law?” Well this is true in sales too. If you listen carefully, you notice many details that can help you close the sale. Pay attention! Write notes if you have to. Just make sure you are well prepared when dealing with customers.

The post Sales How to – Listening appeared first on Sales Training Blog.

Let’s begin with the anatomy of objections. Objections are a negative result of continuing the conversation or buying. Another way of looking at is that they are one side of an argument. Objections are the reason the customer does not want to continue the conversation or does not want to buy. A rebuttal is your answer to the objection. Given these definitions, there are three ways to overcome an objection, or three types of rebuttals. The first is to explain why the benefits of buying outweigh the objection. The second is to present a solution to the problem. The last rebuttal is a more advanced way to overcome an objection. In this method of overcoming an objection, your goal is to prove that the customer’s argument is invalid. It is essentially calling the customer’s bluff.

Pros Outweigh Cons
The first method to overcome an objection is simple. All you have to do is present the benefits that outweigh the objection. If the product is too expensive, explain why it is worth the price. If it is too time consuming, explain how it will save time in the end. This is the easiest way to overcome an objection.

Offer a Solution
The second way to overcome an objection is to offer a solution. This is similar to the first, but it differs in that you have to be a little more creative. You don’t have the solution already written for you in the benefits page of your product or service. You have to create a solution that fits the needs of that particular customer. For example, let’s say a customer tells you that a car is too expensive. Your solution could be to show a less expensive car, but what if the customer has his or her mind set on that model? This is where the creativity comes into play. Offer that customer the same car with fewer options. Offer a long-term financing option. Offer a less expensive lease option. Find the same car model in the used car lot for less money. The customer will not like some of these options, so you have to listen to your customer and offer the best solution that fits the customer’s needs.

Proving the Customer’s Argument as Invalid
The last way to overcome an objection is the most difficult. Think of this method to overcome an objection as a debate. The customer states his or her argument, and you have to discredit that argument. You have to find a fallacy, an error in the customer’s logic, and you have to do it tactfully in a way that does not offend. This is often difficult to do, but when you find a way and you present it right, the customer will respect you for it. This is the most effective way to overcome an objection. You can pretend you are in a presidential debate. Ask yourself, how the president would handle this argument tactfully and eloquently.

For example, let’s say a customer understands that refinancing his or her mortgage into a debt consolidation home equity will save that customer thousands of dollars. Despite this, the customer tells you that he or she does not want the loan because the interest rate on their mortgage is going up (home equity interest rates typically higher than regular mortgages). You could reply, “Why do you want a low interest rate? You want a low interest rate so that you can pay less money. If I am saving more money with a slightly higher interest rate, and the reason you want a low interest rate is to save money, then logically, it makes no sense to have a lower interest rate in this situation.”

Notice that this example of how to overcome an objection uses the same argument structure as a syllogism (a logical argument). The structure for the argument uses two premises (facts or accepted truths) that logically lead to a conclusion. Your arguments should be as logical as a mathematical formula.

1 + 1 = 2
Premise + Premise = conclusion
Want to pay less in total interest + Less total interest with higher rate home equity = lowest rate is not the always the best option

If you use this method to overcome an objection effectively, there should be no logical way for the customer to argue. More details on logical arguments on another post.

Closing Comments
The last comment I will make on how to overcome an objection is a warning that is very important to understand. The objection that customers say is not always the real objection. Customers will often say anything to get out of a high-pressure sales situation. This means that sometimes, the salesperson has to find the hidden objection. Avoiding high-pressure sales situations and finding hidden objections are topics for another day, but keeping both of these in mind when you overcome an objections is important.

Now that you know the ways to overcome an objection, you need to know the steps to overcome an objection. Follow this link to our post on Steps to Overcome an Objection.

The post How to Overcome an Objection appeared first on Sales Training Blog.

Step 1 – Acknowledge and Empathize
The first step is to acknowledge and empathize with the objection. Keep in mind that this involves telling the customer that their objection is not that important. Obviously, telling anyone that his or her thoughts are not important is not the best way to strengthen a relationship. Because of this, the acknowledging and empathizing with the customer is extremely important. Show the customer you care. A great way of empathizing with the customer is to tell a personal quick 1 to 3 sentence story on when you felt the same way. For example, “I completely understand that you feel [objection]. I felt the same way when I [tell quick story].” This will help you avoid weakening the relationship.

Note: The “Feel, felt, found” method of overcoming an objection is a quick learning tool. It is effective because it gives people an easy to remember structure. However, in my opinion, it is an incomplete way to overcome an objection. It is, however, a great tool to help you remember to acknowledge and empathize (feel = acknowledge, felt = empathize, found = offer more information).

Step 2 – Offer more information
I’ve heard many sales trainers say that an objection is an opportunity or a request for more information. I agree. When a customer presents an objection, providing facts and more information on the topic is a great way to prove you are an expert and a great lead in to overcome an objection. Use facts gain the upper hand in an argument. For example, let’s say a customer says that the cost of using premium gasoline is too high. You could tell the customer, “Did you know that using premium gas can increase your mileage per gallon by 5%? So if premium gas is only 4% more expensive, you are actually saving money.” You could also say, “Did you know that using Premium gas can make car engines last 25% longer? Is the money saved on cheaper fuel worth the risk of incurring expensive damage to you engine?” I don’t know if these facts are true, but if they were, wouldn’t you start using premium fuel?

Step 3 – Present your rebuttal
Presenting your rebuttal is the step in overcoming an objection where you explain why the benefits outweigh the objection, present your solution, or present your argument. This is where you will actually overcome an objection. Read How to Overcome an Objection for more information in this step.

Step 4 – Reinforce pros and minimize the cons
The purpose of this step is to reinforce your position. Once you presented your rebuttal, you can make your position stronger by reminding the customer of some of the key benefits of buying. This is also an opportunity to play down the objection. For example, “with a 5% increase in miles per gallon, a few cents more per gallon is not that big of a deal.”

Step 5 – check for agreement
The last step is to check for agreement. This is the part where you will test the customer’s reaction to your rebuttal. A simple, “right?” or, “what do you think?,” is enough. The importance of this step is to read the customers response and body language so you can adapt your sales pitch. This is extremely important because every customer is different, and every customer will react differently to the same rebuttal.

Overcoming an objection is not simple process. Overcoming an objection is a skill that takes practice. Overcoming every objection is impossible, but using these steps, the techniques in How to Overcome an Objection, and with practice, you can increase your success ratio significantly.

The post Steps to Overcome an Objection appeared first on Sales Training Blog.

It is true that not everybody can be the best. By definition, only one person can be the best. On the other hand, that person is only the best for that month, that year, or whatever other time unit you want to measure. The next month, everyone is equal again.

This brings me to my first point. Success does not come from being the top salesperson. Success comes from reaching your goals. If your goal is to be number one, then be ready to stick to it. Be ready to work that much harder than everyone else, and be ready to try again and again until you accomplish your goal.

The only place success comes before work is in the dictionary.
~Vince Lombardi

This brings me to my next point. If you want to succeed at anything, you have to be willing to put in the work. I am a firm believer that anyone can excel in sales, but not everybody will. Some people just will not put in the work. That does not mean that they cannot do it. It just means that they will not do it. You have to decide if you want to work for it.

That brings me to my third point. Only you can decide that you want to succeed. I cannot want it for you. You have to want it. Everything worthwhile takes work. It takes practice to become good at anything. Some people are naturally better than others are, but anyone can practice, work smart, develop a good system, and become great.

This brings me to my last point. In general, there are two types of successful sales people. They are two opposing personality types. Some people have a natural talent for reading people. These people are social people who are very personable and have a great memory. People tend to gravitate around them. They were usually very popular in school, and tend to be the center of attention at social gatherings. They are usually not very organized, and tend be bad at time management. These people outsell others with raw talent and some hard work. People just tend to trust them.

The other type of successful salesperson is the shy quiet type. These people are not as outgoing as the other type. They were not born sales people, but they developed a great sales system. These people are usually very organized, and have great time management skills. They do things very systematically and very purposefully. These people outsell others by working harder and smarter than everyone else.

Keep in mind that these are generalizations. Everyone is slightly different.

In closing, no matter what type of personality you are, you can succeed in sales. There is no doubt about it. The only question is if you are willing to put forth the effort. Follow How to be a Salesperson, put in some hard work, and you too can reap the financial benefits of being a top salesperson.

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