“Impressions and perceptions matter.” – Scott Ingram in today’s Tip 1309

Are you proud of the way you look on the video of your meetings? 

Join the conversation below and go check the link!

Ring Light for Laptop/Computer on Amazon

Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: [email protected]

Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today I’m going to make another product recommendation after my last one was so well received, but I won’t be making a specific brand recommendation. This is really more about the concept.

So let me start by asking you this. How many hours a week are you on camera in Zoom and other web meetings? It’s probably a lot.

Now, are you proud of the way you look on video in those meetings? This is important because this is probably one of the first impressions you’re making or the impression you’re reinforcing.

Now obviously, you can manage part of this by what you’re wearing, and that’s super easy because you really only have to worry about the waist up. But I had a really interesting experience lately as I continue to tweak my own setup in my new office with lighting.

Lighting has a massive impact on how you look on video, and I can tell you from personal experience that it doesn’t take much to really improve. In fact, I started with too much. I originally bought a $250 light. It was massive and complete overkill. In fact, I couldn’t even get it dim enough to be useful for the day-to-day web meeting stuff. So I returned that and spent $20 on a mini ring light that is absolutely perfect.

Now, I don’t want to name the brand because this is more of a generic recommendation, but I will include a link to the one I bought if you’ll click over to DailySales.Tips/1309.

Find something that works for you. But having a good light right behind or next to your webcam, if you’ll pardon the pun, can make a night and day difference in your appearance.

Give it some thought. Impressions and perceptions matter. It’s probably worth spending a few dollars on a couple of tools or a few minutes cleaning up your background to make sure you show up in the best light.

They say the pun is the lowest form of humor. I’m totally okay with that. Anyway, be sure to come back tomorrow for another great sales tip. Thanks for listening.

“If you step away from the problem after thinking about it for a bit, you’ll find a solution.” – Sebastian Amaya in today’s Tip 1308

What’s your thought about this?

Join the conversation below and check out the full interview with Sebastian!

IBISWorld
Sebastian Amaya on LinkedIn
Sebastian Amaya on Sales Success Stories Interview
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Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes in the form of the clip from my most recent interview on the Sales Success Stories podcast with Sebastian Amaya. Seb is the top seller at IBISWorld and this is one of the stories he had to share:

Sebastian Amaya: I think my favorite one is kind of a dramatic one. It’s not the biggest sale or anything, but this came towards the end of the fiscal year, which was recently in June. So I was actually placed number two in the leaderboard, at that point. We were a month out. I was pretty confident I could bring in this deal with the logistics firm that we already had, like in the contract process. We had 30 days to go, be no problem. But what happened was about a week before the end of the fiscal year, the June 30th date. My champion is that tells me, “I’m in Europe right now. I’m going to be out for a couple of weeks. So I’ll get back to you once I come back” and I’m thinking, “Oh my gosh, this was my last chance at salesperson of the year. What do I do?” At first, I was kind of like, “Okay, do I give up? There’s got to be a way here.” A little bit of a tangent, but I’m really into soccer and I’m Colombian, so I watch soccer in Spanish, and they always say this phrase, especially in the big tournament games, “Siempre hay una última,” there’s always one last chance.

So I’m thinking, “Siempre hay una última”, “Siempre hay una última.” Like, there’s got to be a last chance for me to get to that number one spot. So I thought about it. A couple of days later, I was on my way home and I just thought, “Wait, he’s not my only guy. I spoke to another girl a few months back. Let me explain the situation and see if she can help me.” So I sent her an email, explained all this. God bless her. She took over from there. She followed up with their legal counsel. She got the signature to their chief commercial officer and had it signed on the evening of June 29. So there was only one day left to spare. That was the buzzer beater. Put me up over the top to number one, and a day later, I was confirmed the salesperson of the year. So that was a fun and dramatic story there.

Scott Ingram: Love it. Well done. Well done. It always comes down to, like, at first it’s the mindset. It’s kind of taking that deep breath and going, okay, there has to be a way. So what is the way? And you found your way through.

Sebastian Amaya: Yeah, it’s about a bit of determination and sometimes you just got to you know what they say about the unconscious mind? Sometimes it’s better at solving them, the conscious mind. So if you step away from the problem after thinking about it for a bit, you’ll find a solution.

Scott Ingram For links to my full interview with Seb and to connect with him directly on LinkedIn, click over to DailySales.Tips/1308. Once you’ve done that. Be sure to come back tomorrow for another great sales tip. Thanks for listening!

“Start to look at how you can make things a habit, how you can create a cadence and routine. Because repetition is the mother of skill and success.” – Meshell Baker in today’s Tip 1307

What’s your thought about this?

Join the conversation below and learn more about Meshell!

Meshell Baker on LinkedIn
Meshell Baker on Youtube
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Subscribe to Meshell’s Mailing List
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Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Here’s the great Meshell Baker:

Meshell Baker: Hello! Today I want to bring to you a dozen ways to help you become unafraid so that you can become unstoppable in your sales success.

The first way is being uncomfortable. So that is that being uncomfortable. So they become comfortable being uncomfortable. You’ve heard the saying and it’s because you’re constantly chasing the feeling and talking about the fact that you’re uncomfortable. How it feels. It didn’t feel right. They didn’t say something. They didn’t, they didn’t, they didn’t. I can’t, I can’t, I can’t. Remember. The feeling is real, it does not need to be your reality. Talk about what it is you want. Talk about how this feeling is helping you face what it is you want to create instead of talking about how unfair and difficult it is. Turn it into something great for yourself.

Two. Tolerating the feelings that most people suppress. So before one of the feelings of uncomfortable, some of the other feelings are actually being inconvenienced and being uncertain, not knowing what’s going to happen, not knowing what people are going to say, not knowing what’s going the outcomes are. Those are feelings that most people want to talk about and they want to make up stories about, what people said or did or what you think instead of actually facing it and realizing that you don’t know. It is the unknown and it doesn’t matter. I’m still going to succeed regardless of how uncomfortable these feelings make me. And you’ll be amazed at how soon they stop making you uncomfortable.

Unplanned and unexpected challenges. Guess what? Nothing in life really goes the way you plan it to. Yes, you have a routine, you have things that you consistently do on a regular basis and life turns out the way it’s meant to turn out, regardless of all the things you put in place. So being agile and adaptable to the unplanned and the unexpected is how you actually start to become unafraid.

Being corrected and receiving feedback. I mean, I don’t really have to say a lot about this, but it’s not about you, right? Remember when people are giving correction or feedback in an improper way, that’s because they’re not equipped, they’re not a great manager, they haven’t taken the skills. It doesn’t take away from your excellence. Just receive it and move forward. Just put it in a pile and keep going.

The other thing is being criticized. Really. If you’re not being criticized, you’re not challenging your greatness, you’re not moving out. Greatness means you do something that you’ve never done before. Well, as soon as you do something you’ve never done before, people are going to notice, they’re going to have something to say about it. So many people haven’t done or taking care of their life. They’re not moving towards their big dreams, so they’re going to point fingers at other people because it takes the blame off of themselves. The more I can criticize somebody else, the less I feel bad about myself. So remember, criticism isn’t about you. It’s about someone else’s internal insecurity.

Being misunderstood. I want you to think about your grandparents or your great aunts or cousins that live in rural somewhere and you live and you were brought up in a city person, they’re not going to understand you. Attempting to have everybody understand you is a waste of energy. Move on. You don’t need everyone to understand you. As long as you understand what your target is, where your success is meant to be, you move forward. And as long as you’re doing something that’s beneficial to other people, why do you care if they understand you?

Number seven. Apologizing when you’re wrong. High achieving people don’t really, they’re humble in a way that they understand that they’re not perfect. And their willingness to apologize and make course correct when they do something that’s not favorable for all involved is what makes them high achievers and makes them leaders and makes them promotable and makes people recommend, refer and do all of those things. Because guess what? You are not just selling a product or a solution or an offer to someone. You’re actually building a reputation of who you are so that other people want to share your excellence. And if you’re not apologizing, that means trust me, there’s somebody out there who is bypassing, selling or working with you because of who you are.

Number eight. Admitting when you don’t know. Nobody knows everything. Stop trying to be the know all, be all, and be the smartest person in the room. Remember, the smartest person in the room is actually the idiot. You want to be somewhere where you’re being challenged to learn and expand and grow. So it’s okay not to know because no one knows everything.

Number nine. Striving for progress, not perfection. Guess what? Nobody’s perfect. So all you’re doing is getting a little bit better every time you do something and learning from it, right? And perfect is the enemy of good and great. Seriously, you’ve heard this said before. So think about where you’re moving forward, how it’s happening, how it’s going, and it does not need to be perfect. And you’re working with somebody who needs to be perfect. That’s okay. Then that means you need to go work somewhere else where people can appreciate your progress.

Number ten. Letting things go. If you’re still replaying the things that happened last week, last month, and all of that, you’re wasting your mental energy and capacity. Your mind is infinite, unending and unlimited. And it will only work where you point. It where you targeted. And if you’re wasting time on things that you cannot change, you’re draining your superpower to create super sales success.

Failing. Everybody fails. Nobody gets it right the first time, the second time, the tenth time, the ninth time. Success is basically mastery and mastery by rule of thumb, 10,000 hours of repetition. If you’re going to count how many times you fail, start checking the box until you get to 10,000. Because when you think about 10,000, you’ll stop counting and you’ll just work on getting better and better.

Number twelve. Living as other people won’t, so you can live as other people can’t. This is the discipline, this is the morning routines, this is the consistency. These are all the things that you talk yourself out of doing that you know you should. And I don’t even like the word should, but yes, there are that time, those things that you know that if you did them would lead to great success.

So start to look at how you can make things a habit, how you can create a cadence and routine. Because repetition is the mother of skill and success. Those are your dozen. Have a great day selling!

Scott Ingram: As always we’ve got more for you at DailySales.Tips/1307. Once you’ve clicked over there, be sure to click back here for another great sales tip. Thanks for listening!

“Make yourself stand out by showing well.” – Chris McNeill in today’s Tip 1306

Do you show well?

Join the conversation below and check out the links!

1284: How to Get Hired in Sales (Part 1)
1285: How to Get Hired in Sales (Part 2)
1291: How to Get Hired in Sales (Part 3)
1292: How to Get Hired in Sales (Part 4)
1298: How To Get Hired In Sales (Part 5)
1299: How To Get Hired In Sales (Part 6)
1305: How To Get Hired In Sales (Part 7)
Chris McNeill on Sales Success Stories Interview
Chris McNeill on LinkedIn

Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: [email protected]

Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today we continue Chris McNeill’s multi-part series on How to Get Hired in Sales. Chris is a long-time contributor to the Sales Success Community and serves as a Director of Sales at Infinite Convergence Solutions. Here he is:

Chris McNeill: Hey everybody. Chris McNeil, yet again. Thanks to everybody that’s pinged me on LinkedIn. I really do appreciate hearing from you guys. You hopefully are aware by now that I’ve been involved in some recruiting efforts lately, and I’ve been sharing a series of tips focused on helping folks get hired in sales. Today is tip number eight out of ten. If you haven’t heard the other ones, you can track them down over at Top1.fm in the Daily Sales Tips section.

So today’s tip is to make yourself stand out. The standard recruiting process is some version of we decided to post a job. We get dozens or maybe hundreds of resumes. We filter out the ones that obviously don’t fit on paper, and then we start scheduling initial screening conversations with everybody else. We pair the list down to a shorter list of candidates. Then we’ll go through typically one or two other interviews with folks in the sales organization. We might toss in a team oriented interview session or maybe a mock presentation as well. Then we’ll all get together, we’ll rank candidates on what we hope is a non arbitrary process. We’ll decide to make some offers and we’ll hope that we get one acceptance per position we’re trying to fill.

We’ll try to line all the timing of this up to make it easy to onboard folks based on the rest of the organization’s schedule of normal work, time off, and whatever else is going to come up along the way. And we do all this while still trying to run a sales organization and help our team excel at what we’re doing. So the thing is, there’s just a lot of noise in what I outlined above and it can be really difficult to stand out and be memorable to interviewers. So that’s really what today’s tip is about. Make sure you are doing everything in your power to show well.

What does it mean to show well? It means to present yourself professionally. That means that you should send a note to someone before you meet with them. That shows that you have a brain, a personality, and the ability to stand out in someone’s inbox. Do the same thing after you meet with them too. Always bring questions to your meetings and always have a collar on your shirt no matter what you’re interviewing for. Go above and beyond every opportunity to sell yourself your strengths and to set the stage to illustrate that you are the best way for this company to grow their revenue.

So that’s today’s tip to get hired in sales. Make yourself stand out by showing well. And if you listen to tip number two. You should know that one of the best ways to do this is to use your network to get you in the side door. If everyone else is coming in through the front, you’re going to stand out automatically.

Scott Ingram: For a link to Chris’ side door on LinkedIn, just click over to DailySales.Tips/1306. Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!

“To get hired in sales, put yourself in the right place at the right time.” – Chris McNeill in today’s Tip 1305

How about you? Do you put yourself in the right place at the right time?

Join the conversation below and check out the links!

1284: How to Get Hired in Sales (Part 1)
1285: How to Get Hired in Sales (Part 2)
1291: How to Get Hired in Sales (Part 3)
1292: How to Get Hired in Sales (Part 4)
1298: How To Get Hired In Sales (Part 5)
1299: How To Get Hired In Sales (Part 6)
Chris McNeill on Sales Success Stories Interview
Chris McNeill on LinkedIn

Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: [email protected]

Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today we continue Chris McNeill’s multi-part series on How to Get Hired in Sales. Chris is a long-time contributor to the Sales Success Community and serves as a Director of Sales at Infinite Convergence Solutions. Here he is:

Chris McNeill: Hey Sales Success Community. Chris McNeil, again. Thanks to everybody that’s pinged me over on LinkedIn. I really do appreciate hearing from you guys. I have been involved in some recruiting efforts lately, and I’m sharing some tips focused on helping folks get hired in sales. Today is tip number seven of ten. So make sure you track the rest of those tips down over at Top1.fm in the Daily Sales Tips section.

So today’s tip is being in the right place at the right time by putting yourself there.

Sales is all about perseverance. If we win 40% of the deals that we’re working, we’re better than average. If 20% of the people we prospect to set a meeting, we’re doing amazing. That means that we should be failing more than we are winning. And the same applies to any job search. Keep putting yourself out there and don’t give up if you hear no a few times, or if you have to say no a few times yourself. Just like anything we do. The more you interview, the better you will be. Joining a company is a big decision that will impact every aspect of your life. So take as much time as you can to understand what that impact will be and think about it carefully.

Now, the second part of this tip might be a little bit contentious. I do believe as sellers, we should always be searching for the next opportunity for ourselves. I’ve worked with people in operational roles that were completely incompetent and produced no value for their employer but were able to hide that fact because no one measured their output. Sales is one of the most visible parts of any organization, and it’s incredibly easy to measure our efficacy. As a result, we always have a bit of a sword hanging over our heads. We are also one of the first places to be cut when things start to go south for a company. Just look at the layoffs that have been taking place the last couple of months, or even the job offers that have been rescinded.

Anyway, optimize your social profile and always be chatting with recruiters or sales leaders that reach out to you. Some people just won’t like this, always be looking mentality, but I believe we benefit from having these conversations all the time. Even if you have a job and ultimately decide not to make a move, it still is helpful to understand what’s going on in the labor market for sellers in your industry. It will help you validate your worth on the open market, and it’ll help you see what other sales organizations and sales managers might be a fit for you. Talk to people that are recruiting in the industry. You’ll learn a lot. And if you ever do need to make a change, you’ll definitely be more practiced than most.

So that’s today’s tip to get hired in sales, put yourself in the right place at the right time. Be sure to leverage tip number two in this series for even better results.

Scott Ingram: For a link to get connected with Chris, just click over to DailySales.Tips/1305. Once you’ve done that, be sure to come back tomorrow for the next installment in Chris’ series. Thanks for listening!

“Reach out and speak up, communicate with your leader, appear or even a mentor within one of your communities and tell them what you’re struggling with and ask them for their guidance.” – Jack Wilson in today’s Tip 1304

Do you struggle alone?

Join the conversation below and feel free to share your experience.

Jack Wilson on LinkedIn
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Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. It’s Friday, so here’s your weekly dose of Jack Wilson:

Jack Wilson: What’s going on Daily Sales Tips Community, Jack Wilson back with another tip. There’s a lot to be read about quiet quitting these days. But I’m here to remind you that usually, the step that comes before quiet quitting is the quiet struggle. Is there something you need help with? Is there an area of your skill or your craft that you need help developing or honing? Are you dealing with circumstances outside of your control that you could just use some empathy about? Typically, there’s the things that we face, especially in a sales career, but we tend to struggle with them by ourselves. We quietly plot away, trying to overcome the challenges and the distractions and to tap into our sense of grit just to achieve the task at hand. But eventually, that leads to burnout. So if you’re feeling the silent struggle today, quiet struggle the one that could potentially lead to the quiet quitting, my tip for you today is to reach out and speak up, communicate with your leader, appear or even a mentor within one of your communities and tell them what you’re struggling with and ask them for their guidance. Seek resources, don’t go it alone.

Scott Ingram: For your links and the transcript, DailySales.Tips/1304 is where it’s at. After that, come on back tomorrow for another great sales tip. Thanks for listening!

“You just need to surround yourself with people who are doing it well.” – Nicole Miceli in today’s Tip 1302

Do you learn from successful sellers?

Join the conversation below and check out the full interview with Nicole!

Nicole Miceli on LinkedIn
Nicole Miceli on Sales Success Stories Interview

Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: [email protected]

Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. It’s time for your Throwback Thursday tip and today I’ve got a clip from my conversation with Nicole Miceli in episode 43 of the Sales Success Stories podcast. Here she is:

Nicole Miceli: You know my advice to them would be one, to look at who the top producers in your company are and see what they’re doing that makes them successful. And just see what kind of tips that these people can give you. I think in our industry because everybody’s so competitive sometimes we get scared to ask somebody, you know what are you doing that makes you successful thinking, you know oh they’re not going to tell me because why would you give me your secret. I think you’ll be surprised that even though we are so so competitive by nature as a group of people we really do want you to also be successful. I mean there’s enough business out there. You don’t have to be clawing at each other to get it. And I would always, I mean if somebody asked me somebody in our industry or in our company asked me for advice or whatever I would be happy to have them you know, shadow me for a day or ask me whatever questions that they have I would be more than open to that. And I would think you know a lot of people a lot of other top producers that you know are in your company will also be open to something like that. I would think the other side of that too is the people who you surround yourself with. Even though I do a lot of networking you know a lot of my, not that you can see me, but my air quote friends from networking groups are other salespeople in different industries who to me also have this hustler mentality you know they’re out there hitting the pavement. See how they can be successful and those people can help you just not only by watching how they go about their sales career and in what they’re passionate about. I just think you just need to surround yourself with people who are doing it well. You know you look up to you and make sure they’re in your inner circle.

Scott Ingram: For links to my full conversation with Nicole and to connect with her on LinkedIn, just click over to DailySales.Tips/1303. Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!

“Own your morning and make sure that you’ve got a plan of attack for the day, no matter what happens or how it goes.” – David Dulany in today’s Tip 1302

Do you own your morning?

Join the conversation below and learn more about David!

Tenbound on LinkedIn
Tenboundon YouTube
Tenbound on Twitter
The Sales Development Framework Book
Tenbound Sales Development Conference

Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: [email protected]

Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. As we get ready to kick off a new month tomorrow, here’s a tip from David Dulany. David is the Founder and CEO of Tenbound, a research, and advisory firm focused and dedicated to Sales Development Pipeline success. Tenbound has become the hub of the Sales Development industry. David recently published his first book, The Sales Development Framework, now available on Amazon. Here he is:

David Dulany: Hey, this is David Dulany with Tenbound. I’ve got your sales tip of the day and that is to own your morning. Your morning is the most important part of your day, so use that time. Get up early, get some quiet, sit down and write out your priorities for the day. Who are you going to call? What do you need to do? What do you need to put in front of the most important prospect on your list in order to make a deal get done? Make sure that you have this down on paper, ready to go before the beginning of the day, before the chaos of the day starts. Don’t check your email, don’t check social media, don’t do anything except for making a clear list of your top priorities for the day. And then stack rank and order those and get after it before you let in any of the distractions and noise of all the other people that want your time for the day. Own your morning and make sure that you’ve got a plan of attack for the day, no matter what happens or how it goes. Up to that point, get some exercise, get 30 minutes, get your heart rate up, cardio, gym, playing sports, whatever it takes. Get that exercise in every day before you start your day, so that as soon as you get finished, you have your prioritized list. You know exactly what your goals are for the day and you can just crush it. I hope that helps. Have a great day. Own your morning.

Scott Ingram: For links to connect with David and to sign up for Tenbound’s upcoming Virtual and In-Person Conferences, just click over to DailySales.Tips/1302. Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!

“Our job as salespeople is to hold the keys to the doors that allows them to reach the place where they are then invited in.” – John Abbott in today’s Tip 1301

How about you? Do you try to close the door on anyone?

Join the conversation below and learn more about John!

InSpiral
InSpiral Sales Team Application
John Abbott on LinkedIn

Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: [email protected]

Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from John Abbott. John is a Best Selling Author and Creator of The Giving Model. He shows transformational speakers, coaches, and authors how to build GIVING into their business. John believes that by giving we attract more to us. Here he is:

John Abbott: Don’t try to close anyone. No one wants to be closed in the sale. Instead, create openings. As our job as salespeople is, I believe to help people step through different doors. And that’s the conversation we’re having. We’re having small wins and those small wins is their wins, their wins of saying yes to something. And it might be that the first part of the conversation is a qualification conversation. And your qualification is potentially do you have the money? Or potentially, if it’s deeper, how committed are you to this? Or even deeper than that, what transformation do you see as a result of doing this program? What’s the possibility you see for yourself? What’s the motivation for you doing this? You can get down to those deeper conversations and as you complete on each one of those, you create openings into the next conversation.

So our job as salespeople is to hold the keys to the doors that allows them to reach the place where they are then invited in, because you as that person, as you’re speaking with them, are able to assess each part of the way and guide them through those different doors. And when you know they ready, then you can do the invitation. And the invitation can be as simple as given that you’re so committed to this, you can see all of the potential of the change in your life, you know that you can get access to the money.

I believe it’s time for you to move forward and actually step into this. And I’d like to open up the position for you to be able to access this program and when you do it that way, or if it’s more traditional sales, I’d like to offer you this system or this thing. Given that I can see that everything seems to fit, everything seems to be in alignment with exactly where you want to be in your life.

So maybe looking at shifting your perspective of making sales by closing sales to rather than closing/opening doors and possibilities for a future that they may not be able to have gotten through other than through a conversation with you.

Scott Ingram: For links to connect with John, and to join his sales team, just click over to DailySales.Tips/1301. Once you’ve done that, make sure you’re subscribed to the podcast, and come on back tomorrow for another great sales tip. Thanks for listening!

“Follow these other twelve and you’ll be confident in your successful selling.” – Meshell Baker in today’s Tip 1300

What’s your thought about this?

Join the conversation below and connect with Meshell on LinkedIn!

Meshell Baker on LinkedIn
Meshell Baker on Youtube
Meshell Baker on Facebook
Subscribe to Meshell’s Mailing List
Submit a Sales Tip

Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: [email protected]

Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today Meshell Baker is here to help us celebrate the 1300th episode of the show, here she is:

Meshell Baker: Hello. In honor of today’s 1300th episode of Daily Sales Tips, I’m going to share with you 13 Traits of a Successful Salesperson.

Number one. They are buyer-centric. Meaning that they understand the challenges, dreams, and goals of their buyer. And they consider this when they offer the solutions and are communicating with their buyer about the potential to work with them.

Number two. They’re a giver. Having the ability to take their eye off themselves and focus on being a contribution and adding value to the teams and the organizations that they work with. They bring with them a positive impact to any environment and culture that they work in.

They’re subtle. They don’t just outright sell. They’re often educating and instilling faith and confidence in their buyers, not themselves. It is an inevitable way or manner that they demonstrate how they actually convert those people to understand it’s beneficial to do business with them.

They’re resilient, they understand that sales is challenging and obstacles often happen and you’re negotiating things can fall apart. So they have this innate natural ability that they’ve honed over time to turn obstacles into opportunities and problems into possibilities.

They exhibit extrovert qualities. Meaning that they’re sociable and that they’re able to interact as necessary to build relationships with their colleagues and their buyers and their prospects as needed. And they actually move about and communicate with ease with the people that they’re doing work and business with.

They’re great listeners. And the rule of thumb of listening is you learn to listen twice as much as you speak. Listen is an anagram for silent, meaning that in order to listen, you have to be quiet. So they’re really good at spending time hearing what the challenges of others, especially their buyers are.

Number seven, they’re multi-dimensional. Which means they’re able to adapt and perform a myriad of activities throughout a sales cycle. They’re nurturing, they’re calling, they’re emailing, they’re inputting data, they’re doing follow-up. And many things are happening in the sales cycle and they’re able to do whatever is needed to ensure the success of the sale and specifically their clients.

Number eight, they are insightful. And this today’s marketplace is more competitive than ever. So buyers are well educated and versed before they ever talk to you, and so is the successful seller. They know their products, they know their features, their benefits, and they come with an ability to have a conversation that they will effortlessly tailor to the needs of that buyer.

Number nine, they’re persistent. Persistent consistency wears out resistance every time, which basically means that they understand that it takes a number of touches to close someone. So they’re emailing, they’re calling, they’re following up, they’re mailing, they’re dropping by their LinkedIn, their Instagram. They’re doing all various amounts of things to ensure that they stay top of mind in that prospect and potential buyers.

And they’re honest. They have high levels of honesty and integrity because how you do anything is how you do everything, and how you start is how you close. If you want to build a strong, successful pipeline of potential buyers, raving fan clients, recommendations, and repeat business, honesty is the method that you want to use.

They’re focus. That means that they are able to stay the course. And when you’re focused, you will deliver your numbers quarter after quarter, year after year. And this actually requires that they invest in themselves because it is not our natural ability to be focused. So they learn through listening in a podcast, reading books, having mentors and coaches, attending summits and conferences. They invest in themselves so they can utilize the most powerful tool and gift they have as their mind, so that they can stay focused and hit their target time after time.

They’re optimistic and upbeat, which is not an easy thing. Sales is a spiritually, mentally, emotionally, financially draining job. It is very difficult to be a successful salesperson. So to stay upbeat and optimistic in the midst of it will make the job enjoyable. And the more enjoyable it is to you means that you demonstrate joy, that means you attract more opportunity. That takes work and that takes investing in yourself and having some routines that keep you focused that things are working in your favor regardless of what’s happening outside of you.

And last one, number 13, they are confident. They understand that in the face of difficulties, challenges, setbacks, naysayers, critics, whatever is happening, everything is working in their favor. That they have planted many seeds, so they think about harvesting, not hunting. Because when you plant seeds and you till the soil and you nurture the soil, you will have a bumper crop. But when you go out and you try to kill and get one client, that’s all about you. So the confidence comes from the fact that you do business with you. Follow these other twelve and you’ll be confident in your successful selling. Thank you for joining us for today’s 1300th episode of Daily Sales Tips and have a great day selling.

Scott Ingram: For a transcript of this tip where you can review all 13 traits along with a link to connect with Meshell, just click over to DailySales.Tips/1300. Thank you so much for listening and be sure to come back tomorrow for another great sales tip.