(In my previous 2 articles I discussed the foundation of selling; having a mission (I.E. – who you are and what value you bring to the market) and identifying your ideal clients. The aim of this series of articles is to get you to see selling in a different (more positive) light and help you develop a strong sales model for yourself.)
In my first article I touched on the idea that many people perceive sales negatively because of their experiences dealing with the “typical” salesperson. If you’ve read the subsequent articles you are hopefully starting to understand that there is a different model to work with, one based on be a trusted professional who is a resource to their clients. Just because many (most?) salespeople don’t work from that model doesn’t mean that it isn’t viable. There are a lot of terrible trainers out there too, that doesn’t mean we have to discredit the entire profession.
As we established in a previous article, the foundation of being a professional at sales is having a value-based mission. In addition to that, there are several key characteristics or traits that make up the profile of an effective salesperson. In the next few articles I will discuss these, and I think some of them may surprise you.
An attitude of abundance:
You’ve heard the adage that “attitude is everything”; well that’s a pretty accurate statement. Everything starts with your mid-set, and the key to becoming a valuable and trusted resource to your clients is to not have a scarcity mentality.
Having an abundant attitude means that you believe the marketplace is big enough and that you don’t live and die by every deal. When that’s your mind-set you behave differently. You look for opportunities to help and for situations where your value-proposition truly connects with marketplace needs. The alternative (scarcity mentality) leads you to hunt for sales and give off that desperate vibe that many salespeople are known for.
This attitude of abundance is somewhat counterintuitive because of the competitive nature of selling, but abundance and competition are not mutually exclusive. Don’t confuse thinking abundantly with having a nonchalant attitude. When you have objectively evaluated the situation and truly believe you’re the right choice for the customer you should be passionate about getting the business. After all, having a passion for what you do is also a key characteristic of a high-performing salesperson.
They key word above is objectively, because if you want to be trusted you must be objective. The formula is simple;
Mission (bring real value to the marketplace) à Abundant Attitude à Objective view of the market and prospective clients = Trusted resource.
This is the formula for long-term success, and interestingly it leads to far more sales than if you have a “sell, sell, sell!!!” attitude.
One last thing; it is far more fun to sell from this perspective, and if you read my first article in this series you know that one of the reasons for writing this series is to get trainers to embrace the idea can be enjoyable. Next month we’ll look at another trait of the effective salesperson.