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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{ 11 comments… read them below or add one }
Courage is possibly the most overlooked trait salespeople should have. Usually, when we think of successful a salesperson, we have the words persistent, persuasive, engaging, charming in mind. It’s important to have the courage to stand up for your company and your product because if you don’t, then people won’t buy your products or your sales pitch itself.
Excellent topic! I don’t remember hearing “courage” used in a sales context, but it’s exactly right.
You’re right Jen and I appreciate you stopping by and taking time to comment.
agreed.
The courage to walk into a room to sell your product / services, not knowing where the conversation will take you is what separates the men from the boys. Combined with confidence,and knowledge this would be what I will now refer to as THE “TRIFECTA” OF SALES ATTRIBUTES.
Thanks for putting it into simple terms.
Hey Jamie,
Simple terms is all I got !
That TRIFECTA thang is sweet…great job !
as a footnote…I heard a guy on the radio last night talking about leadership.
I think he nailed the courage thing and it made me think again of this post.
His comments were that most people define courage as “having no fear” . He said this is simply not true.
That courage is the act of persevering even though we are fearful, of ignoring our fears to get ahead. True courage is about putting those fears in the background and proceeding.
Courage & confidence!
Good stuff!
Happy Halloween!
You’re right Jamie. Courage doesn’t equal stupidity and it would be stupid to have no fear
Being able to go forward, while facing your fears, is what courage is all about.
Just ask a firefighter, a soldier or other real hero.
Aggree. I think courage, adaptability and coachability is the most important factors any person should have. Failure in itself cannot happen if it weren’t for the fear of failure. as long as we keep on keeping on we have not failed. It is because one does not have the courage to fact the difficulties that failure follows. Get through the humps and enjoy the smooth ride afterwards, this is what sales is all about. There might be more humps but if you are more equiped next time, it would just have a smaller impact. Absolutely love this blog. Thank you for everyone contributing to our success.
Well Natasha, you have made some great points once again.
I don’t get many comments from South Africa, but if they were all as good as yours, I’d take a million!
Thanks for taking time to add your thoughts.
Hi Mike
I have been in sales for almost 10 years, it is my passion and reading sales training is my hobby. I also just started a sales training business. I have never been to any formal training for sales but I have learned through years that leaders are readers or learners are earners. Sales is a profession that keep on changing, people change and techniques change but the most important to remember is to tell the client what is in it for him. It is not about selling features or benefits, it is about building trust and understanding your client, establishing their needs and then fulfill their needs. Selling Ice to eskimo’s makes no one a great sales person, but selling a solution to someones problem and realy knowing that they will benefit shows that you realy listened to them. There has to be a need to create a want. Most sales people make the mistake not to probe, you cannot handle a fake objection. People normally give a smokescreen to get you off the phone, we have to establish what the real objection is to be able to find the solution. So many times sales people hesitate when the client objects, use the objection to learn more about your client and use your knowledge to find a solution to their problems. Have your read the book The Secret? I am sure most sales people have, and although it is motivating ist is the same as a warm bath, it only takes one breeze of cold wind to cool you down. Motivation has to be done daily, just like bathing because it only last for a day. The most important is that there has to be some action taken. Nothing happens if we don’t pull the trigger. Mike, not all people in South-Africa can do sales. It is unfortunate that many people think that sales is easy money and that you can just learn the techniques and you’re done. We have many people that think fortune comes to those who wait, and then they wait, wait, wait. Sales is a ever changing profession and techniques have to be adapted. If what you do today doesnt work, you will not get a different approach tomorrow by using the same technique. We have to trail and error and very importantly our approach have to also fit our own personality. There is nothing more annoying than someone trying to make an impression by trying techniques that they feel uncomfortable with. And the most important word: Next. Some will, some wont, so what, who’s next? Hope you all have a great evening.