顶级销售人员的7种素质

1、7 Qualities of Top Sales PeopleKelley School of Business Bob Goldstein Discussion Session # 68February, 20051How many of you are planning a career in sales (show of hands)?Anything less then a 100% show of hands is not acceptableNOW WHY DO I SAY THAT? 2We usually think of SELLING PRODUCTS SERVICESOR

2、BOTH3But what about.SellingYourself ?4Remember this truism.I dont 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.5Who would

3、 you hire?Joe has a 4.0 g.p.a. Also, he is a “slug. He is slovenlyconceitedsurly-doesnt bathe too frequentlyhas no friends-yet his grades are tops.Bill has a 3.0 g.p.a. He is personablewell likedoutgoinga good listenerenjoys working with othersand he bathes frequently.6ARE YOUBEGINNING TO GET THE ME

4、SSAGE?7The 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 youre not go

5、ing into sales as we traditionally think of “sales.8Who is Brian Tracy?9 A review of Brian Traceys 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 Carl

6、in. There is some good information in this video-but you will have to decide if you would pay to hear him speak. 10LetsReview BriansMessage11Why are some salespeople so successful?n20% of the salespeople make 80% of the sales and 80% of the commissionsn10% of salespeople open 80% of new accounts (“h

7、unters)nThe top 10% of sales professionals today earn 5X, 10X, 15X and even 20X the average of the other 80%-90%.12Why are some salespeople so successful?1.They sell the product people want.2.They convince people they want3.the product they have to sell.13Who do you think are the top earners in the

8、big name consulting firms? Those with the 3.9 Those with the 3.9 gpas?gpas?ORORThose who bring in the Those who bring in the most new clients?most new clients?14Why are some salespeople so successful?n80% of Sales success is psychological.nTop salespeople are OPTIMISTS.nThey have a positive mental a

9、ttitude.15OptimismnOptimism is a result, or effect, of the seven key qualities of top sales people16Seven Qualities of Top Salespeople1.They are ambitious.17AmbitionnA strong desire to gain a particular objective; specifically, the drive to succeed or to gain fame, power wealth, etc.18Seven Qualitie

10、s of Top SalespeopleThey are ambitious.They are courageous.19CourageEveryone is afraid.The best salespeople do it anyway! Ask for the saleThe top people confront their fears.20Seven Qualities of Top Salespeople1.They are ambitious.2.They are courageous.3.They are committed.21Commitment.nCaring is th

11、e key element in successful selling.nSelling has often been defined as a “transfer of enthusiasm.22Law of CorrespondenceThe more you believe in what you sell, the easier it is for you to convince someone else.23Seven Qualities of Top Salespeople1.They are ambitious.2.They are courageous.3.They are c

12、ommitted.4.They see themselves more as consultants than as salespeople.24Consultant stancenPeople accept you at the way you present yourself.nAct like a consultant in everything you do and say.nWhat does a consultant do?25 Forbidden Phrases“WHY DO YOU NEED TO KNOW?“NO.“YOURE WRONG.“WEVE NEVER DONE I

13、T THAT WAY.“YOULL HAVE TO.“THATS NOT MY JOB.“THATS AGAINST COMPANY POLICY.“I DONT KNOW.26What makes people remember?Positive Associations Love, , Table, Fork, Pen, Stream, Wisdom, Stream, Flower, Zulu, Ruler, Blue, Sheep, Meaning, etc27 Why Do Customers Stop Being Customers?Beyond Customer Service,

14、1992.100100%n1% Dien3% Move Awayn5% Seek alternativesn9% Go to the competitionn14% Dissatisfied with product/servicen68% Upset with the treatment they receive28Seven Qualities of Top Salespeople1.They are ambitious.2.They are courageous.3.They are committed.4.They see themselves more as consultants

15、than as salespeople.5.They are prepared.29Three Keys to Preparation in Selling1.Pre-call research do your homework-1.mentally prepare.2.Pre-call objectives what are your goals? 1.Starting out? Break it down.3.Post-call analysis write down every detail. When to re-contact. 1.Think what other approach

16、 could be used to advance your prospect of success. 30Seven Qualities of Top Salespeople1.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.31Keys to Continuous Learning

17、nRead one hour in selling each day.nListen to audio tapes in your car.nTake all the training you can get.32Seven Qualities of Top Salespeople-summary1.Be ambitious.2.Be courageous.3.Be committed4.Be professional.5.Be prepared.6.Engage in continuous learning.7.Be responsible.33Hooray! I Made the Sale!34Just RememberYOU ARE SELLINGYOURSELF!35Evaluation QuestionsUse:A.Strongly agreeB.AgreeC.DisagreeD.Strongly disagreeE.Dont know1.I found the presentation of material easy to understa