The next submission in The Simplenomics of Sales People is without a doubt, one of the biggest single most important traits for all successful people, especially those in the sales arena.

Determination

Fight one more round. When your arms are so tired that you can hardly lift your hands to come on guard, fight one more round. When your nose is bleeding and your eyes are black and you are so tired that you wish your opponent would crack you one on the jaw and put you to sleep, fight one more round – remembering that the man who always fights one more round is never whipped. ~ James Corbett  

Being an old boxer, like there’s any other kind, I’m always looking for quotes by the old-time boxing champions. They seem to be a lot more intellectual, a lot more balanced and a lot more interesting than today’s versions.

James Corbett summed it up pretty well, in the quote above, but I will add that the resolve to do right supplies the fuel needed for determination to take root and fire up my git-r-done muscles.

I get some sales purely thru the “will to win“. A “do or die” attitude keeps you pointing down the highway towards your next stop, even when you’d rather stop and play golf, stop and look at the sights, stop and shop or just stop.

My company expects me to keep moving and selling, so I do.

My family expects me to keep moving and selling, so I do.

My conscience expects me to keep moving and selling, so I do.

Knowing that the next call might bring a big victory keeps me moving.

Knowing that it’s the right thing to do keeps me calling when the victory doesn’t come.

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The next submission in The Simplenomics of Sales People is an often misunderstood trait that is a real key for super sales people.

Courage

Not only do you have to have the courage to stand up for your company and it’s products, you have to have the courage to fight thru the constant stream on NO’s that all sales people hear.

From prospects, from current customers and from your own organization, the NO’s keep on coming !

You absolutely must be able to keep makin’ and takin’ calls, in person and on the phone, even after you have been inundated with negative vibes that started when you got out of bed and continued thru dinner.

Courage may seem to be a strange trait for sales people, but it’s high on the list of traits needed to succeed.

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The next submission in my newly named The Simplenomics of Sales People is one of the two or three real secrets of my success. Without this trait, you’ll really struggle in your quest for excellence.

Persistence

It takes persistence to break down resistance. Simple, but true.

Some prospects have been purchasing from another supplier for a long time. Rarely will you break thru in one visit.

They don’t know you. They don’t trust you. They don’t need you.

Get over it and then get to work making yourself useful.

Repetition, with some variations to your message, will eventually allow you to become a fixture in their inner circle.

Persistence doesn’t equal aggravation, so don’t make a pest of yourself.

I’m not alone in touting persistence, so check these links for more info:

Don’t quit trying to sell

Persistence is a virtue

Sales Persistence Pays

My thanks go out to Glenn Ross, Mr. Customer Service, for helping me find the name for this series.

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The next submission in my (potentially named) The Simplenomics Guide to Desirable Traits For Sales People or maybe Mike’s Simple Guide To Desirable Traits For Sales People is one of the traits that some old time sales masters believe you have to be born with:

Confidence

Before you attempt to sell your prospect a product or service, you must first sell him on you.

Unless you portray confidence in your company, it’s product or service, you have little hope in selling something to anyone. You may be lucky to be the one taking the order from someone else’s previous work, but don’t fool yourself into believing that you did all the right things at the right time.

As soon as you let your voice crack or your confidence waver, you start down the slippery slope that has a big ‘ol NO waiting at the bottom.

To further your sales education, here’s three articles that will help you build your sales confidence.

Build And Protect Your Sales Confidence by Shamus Brown

How To Unleash Unstoppable Sales Confidence by Gerry Robert

Exude Sales Confidence by Tom Hopkins

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The next submission in my (potentially named) The Simplenomics Guide to Desirable Traits For Sales People or maybe Mike’s Simple Guide To Desirable Traits For Sales People is one of the hardest traits to master:

Diplomacy

It doesn’t matter if you call it tact or judgment, what matters is that without it, you’re never going to be anywhere near the top of your industry, sales wise, without it.

It’s simply saying the right thang at the right time and not saying the wrong thang at the wrong time. No more, no less.

What does in allow you to so that’s so important ?

It enables you to handle difficult, but profitable, prospects, clients and customers with a finesse that keeps you far away from those embarrassing situations.

It also gives you the ability to get rid of the difficult, but unprofitable, clients, customers and prospects, without destroying your credibility.

It allows you to answers sales objections without being argumentative, which turns prospects into customers and then into walking advertisements.

It also speeds your trip up the organizational ladder, without burning bridges.

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