What does it take to be successful?  First, what is success?  Success is one of those terms that could mean many things to various people.  Often, it is associated with money and material things…suffice it to say, you are successful if you are among the best at what you do.

That being said, how do you become a successful salesperson?  The key word is balance.  Successful salespeople have mastered equal amounts of Behavior, Attitude and Technique.  Picture a triangle with three equal sides, the minute one leg of the triangle gets shorter the space inside is reduced dramatically.  In the same way salespeople need equal amounts of all three key components. 

Behavior is doing the things that generate sales, every day.  Top salespeople know exactly how much behavior needs to be done daily, monthly and even annually to reach their goals.  Good examples of Behavior may be dials, walk-ins, contacts, appointments, referrals and sales.  Make sure you know what to track and how many are needed daily.

Attitude sounds like a simple concept, stay “positive”.  A positive attitude is really only masking the true issue.  Great salespeople effectively control the Attitudes or feelings they have about so many different pieces of their life.  To be successful you need the correct Attitude about things like, your product or service, your company, your clients and prospects, your competition, and the economy as a whole.  Unfortunately, many miss the most important Attitude of all…how you feel about yourself.

Technique is the manner in which you carry out sales.  That is, what you say, who you say it to and how you say it.  Technique also gives you skills to escape difficult situations, or control meetings and conversations.  Technique is having a systematic approach to the sales process, so you always know exactly what to do next.  All these skills are demonstrated in such a way that your prospects feel like you have their best interest in mind…that is great Technique.

Success comes with a constant balance within your ”Sales Success Triangle”.  Think about this before your next sales call, or ask for help from Sales Concepts at 440-575-7000.