In this world, the successful people among us possess certain qualities that make them stand out from the average crowd.
These are the same attributes of excellent entrepreneurs, and it’s what determines how you will act in the high pressure environment of business.
If you want to be able to sell your products or services, you’re going to need to become a good salesperson.
If you can’t persuade people that it’s in their interests to swap their money for what you’re offering, you won’t make money. It doesn’t matter if you’re employed by somebody else or run your own business. It doesn’t matter what you’re selling either. The entire financial world is powered by the ability of people to SELL.
Most people out there aren’t particularly good at selling. This applies to entrepreneurs too. The vast majority of start-ups fail because those in charge lack what it takes to be good at selling what they do to clients.
They keep playing the numbers until they find somebody who’s practically asking for somebody to call them up and offer the particular product they’ve been thinking about.
But there a few people out there that are different.
It seems that they possess an otherworldly charisma. They’re naturals, operating on a level of skill so far beyond that of the average person that they’re living in another reality altogether.
From the outside, most successful endeavours seem like magic.
If you were to see everything behind the scenes, you’d get a very different picture. You’d see years and years of work as these excellent sellers built their repertoire from nothing.
But there are some things they have that you don’t.
The good news is, they don’t have anything you can’t get.
So what are they?
A Burning desire
All great salespeople are driven by an intense, almost overwhelming need to make money.
Not just a little bit. Sales tends to attract two types of people.
The first are ones that don’t know what to do with themselves. They don’t perform very well, but they can usually scrape by with the bare minimum.
The second is the kind of guy that can sell more than everybody else on the team put together. He rakes in the cash, and it’s his whole reason for getting out of bed in the morning.
At least, on the surface. The desire to make a ton of money doesn’t come from nowhere. There’s a very powerful reason driving that desire. It could be almost anything.
- It could be because they want to protect their family from poverty.
- It could be they’re determined to prove somebody else wrong
- It could be they just want to make enough money to stop working and have enough time to finally write that novel
You’ll never know another person’s driving goals unless you ask. Many aren’t even really aware of the underlying causes of their behaviour.
It’s not something you can do without. You might sit around looking at the ultra rich and wishing you could be them, but if you want to trigger that same level of desire for wealth, you’ll need to find something within yourself that you can fall back on in times of hardship.
An Eye for Opportunity
I’ve always enjoyed a game of chess. I used to play against my grandparents and brother when I was younger.
Despite playing dozens of games, I nearly always lost.
The thing is, neither of us were particularly good at chess. We never studied the theory, or looked at the games of grandmasters for lessons.
The difference was our ability to spot weakness, and exploit it.
Having the mental alacrity to spot every opportunity as it comes up is what makes excellent salespeople stand out.
Instead of just delivering the order, they observe. They see what other problems they could solve.
And then they make sure to let their clients know that the best is yet to come.
Strength and Determination
The easiest way to see whether somebody has what it takes to succeed is to place an obstacle in their way and see how they react.
It doesn’t matter how they tackle the obstacle. It doesn’t matter how long it takes them.
The thing you’re looking for is commitment. They don’t give up.
Excellent salespeople have the same attitude. They don’t take rejection at face value, they keep going. If they can’t sell to one person, they try somebody else. And they just keep going.
Successful people don’t let themselves be beaten down. No matter how much it hurts, they keep fighting against all odds.
This is why Alexander the Great was never defeated in battle. It’s why Genghis Khan ruled over the largest continuous empire in history. It’s why J. R. R. Tolkien was able to write the most influential fantasy series ever.
They didn’t quit at the first sign of adversity.
Curiosity and endless appetite for knowledge
All great salespeople – all great people in general – constantly seek to improve themselves. They don’t get complacent at ‘good enough’.
In order to achieve the goals they’ve set for themselves, they acquire every tool they can that could help them.
Instead of using the same tactics and techniques they did when they started out, great salespeople try new things and learn as much as they can about their clients, study psychology and everything else that could possibly help make their job easier.
Without curiosity, it’s very hard to get anywhere. If you simply don’t care about the world and how it works, you get left in the dust. If the thought of reading a book or taking part in a seminar fills you with boredom, you need to change your attitude.
Knowledge is the most empowering force on this Earth when it’s applied – but you have to want it first.
If you’re going to sell something, whether it’s your skills, your products or anything else, you have to become immune to the emotional rollercoaster you’ll experience.
People will get angry at you for no real reason other than you’re in front of them. They will frustrate you when they don’t understand what you’re saying.
Many amateur salespeople end their first day on the job in tears. Some don’t even make it to the end of the day.
Great salespeople don’t even care. They remove their ego from the situation. They understand that what’s happening isn’t happening to them. After all, how can somebody really hate you if they’ve only known you for five minutes as you tried to get them to buy a cup of coffee?
It’s not about you. It’s about the process. Sticking to a plan of action, regardless of how badly people may react to you, is what produces results.
This doesn’t mean you blind yourself to reality. You simply distance yourself from it. Like a drone operator coldly studying the battlefield and picking his targets from afar. He’s still involved, but never exposes himself.