顶级销售人员的7种素质

17QualitiesofTopSalesPeopleKelleySchoolofBusinessBobGoldsteinDiscussionSession#68February,20052Howmanyofyouareplanningacareerinsales(showofhands)?Anythinglessthena100%showofhandsisnotacceptable…NOWWHYDOISAYTHAT?3WeusuallythinkofSELLINGPRODUCTSSERVICESORBOTH4Butwhatabout..SellingYourself?5Rememberthistruism…..Idon’tcarewhatcareerpathyouareon.Therealityisthatyoumustsellyourselfbeforeyousellyourskills.Iamtalkingaboutyour“persona”---abouthowothersseeyouasahumanbeing.Ichoosetocallit“personalsalesmanship”.6Whowouldyouhire?Joehasa4.0g.p.a.Also,heisa“slug”.Heisslovenly—conceited—surly--doesn’tbathetoofrequently—hasnofriends---yethisgradesaretops.Billhasa3.0g.p.a.Heispersonable—wellliked—outgoing—agoodlistener—enjoysworkingwithothers—andhebathesfrequently.7AREYOU……BEGINNINGTOGETTHEMESSAGE?8Thevideoyouaregoingtosee……isfocusedonthosewhoareplanningacareerinsalesandwhatittakestobecomeatopsalesperson.Butfollowingmyownthesis----thatwesellourselvesbeforewesellourskills,Ibelievethereissomethingyoucanlearnfromthisvideoeventhoughyou’renotgoingintosalesaswetraditionallythinkof“sales”.9WhoisBrianTracy?10’sweb-sitecouldveryeasilyleadyoutotheconclusionthathewalksonwater.Myowncriteriaissimple:WouldIpaytohearhimspeak?Rightnow,theonlypersononmy“paytohearlist”isGeorgeCarlin.Thereissomegoodinformationinthisvideo---butyouwillhavetodecideifyouwouldpaytohearhimspeak.11O.K.-Let’sReviewBrian’sMessage12Whyaresomesalespeoplesosuccessful?20%ofthesalespeoplemake80%ofthesalesand80%ofthecommissions10%ofsalespeopleopen80%ofnewaccounts(“hunters”)Thetop10%ofsalesprofessionalstodayearn5X,10X,15Xandeven20Xtheaverageoftheother80%-90%.13Whyaresomesalespeoplesosuccessful?1.Theyselltheproductpeoplewant.1.Theyconvincepeopletheywanttheproducttheyhavetosell.14Whodoyouthinkarethetopearnersinthebignameconsultingfirms?Thosewiththe3.9gpa’s?ORThosewhobringinthemostnewclients?15Whyaresomesalespeoplesosuccessful?80%ofSalessuccessispsychological.TopsalespeopleareOPTIMISTS.Theyhaveapositivementalattitude.16OptimismOptimismisaresult,oreffect,ofthesevenkeyqualitiesoftopsalespeople17SevenQualitiesofTopSalespeople1.Theyareambitious.18AmbitionAstrongdesiretogainaparticularobjective;specifically,thedrivetosucceedortogainfame,powerwealth,etc.19SevenQualitiesofTopSalespeopleTheyareambitious.Theyarecourageous.20CourageEveryoneisafraid.Thebestsalespeopledoitanyway!Askforthesale…Thetoppeopleconfronttheirfears.21SevenQualitiesofTopSalespeople1.Theyareambitious.2.Theyarecourageous.3.Theyarecommitted.22Commitment….Caringisthekeyelementinsuccessfulselling.Sellinghasoftenbeendefinedasa“transferofenthusiasm”.23LawofCorrespondenceThemoreyoubelieveinwhatyousell,theeasieritisforyoutoconvincesomeoneelse.24SevenQualitiesofTopSalespeople1.Theyareambitious.2.Theyarecourageous.3.Theyarecommitted.4.Theyseethemselvesmoreasconsultantsthanassalespeople.25Consultantstance…Peopleacceptyouatthewayyoupresentyourself.Actlikeaconsultantineverythingyoudoandsay.Whatdoesaconsultantdo?26ForbiddenPhrases“WHYDOYOUNEEDTOKNOW?”“NO.”“YOU’REWRONG.”“WE’VENEVERDONEITTHATWAY.”“YOU’LLHAVETO.”“THAT’SNOTMYJOB.”“THAT’SAGAINSTCOMPANYPOLICY.”“IDON’TKNOW.”27Whatmakespeopleremember?PositiveAssociationsLove,,Table,Fork,Pen,Stream,Wisdom,Stream,Flower,Zulu,Ruler,Blue,Sheep,Meaning,etc…28WhyDoCustomersStopBeingCustomers?BeyondCustomerService,1992.100%1%Die3%MoveAway5%Seekalternatives9%Gotothecompetition14%Dissatisfiedwithproduct/service68%Upsetwiththetreatmenttheyreceive29SevenQualitiesofTopSalespeople1.Theyareambitious.2.Theyarecourageous.3.Theyarecommitted.4.Theyseethemselvesmoreasconsultantsthanassalespeople.5.Theyareprepared.30ThreeKeystoPreparationinSelling1.Pre-callresearch–doyourhomework-mentallyprepare.2.Pre-callobjectives–whatareyourgoals?Startingout?Breakitdown.3.Post-callanalysis–writedowneverydetail.Whentore-contact.Thinkwhatotherapproachcouldbeusedtoadvanceyourprospectofsuccess.31SevenQualitiesofTopSalespeople1.Theyareambitious.2.Theyarecourageous.3.Theyarecommitted.4.Theyseethemselvesmoreasconsultantsthanassalespeople.5.Theyareprepared.6.Theyengageincontinuouslearning.32KeystoContinuousLearningReadonehourinsellingeachday.Listentoaudiotapesinyourcar.Takeallthetrainingyoucanget.33SevenQualitiesofTopSalespeople-summary1.Beambitious.2.Becourageous.3.Becommitted4.Beprofessional.5.Beprepared.6.Engageincontinuouslearning.7.Beresponsible.34Hooray!IMadetheSale!35JustRemember…YOUARESELLINGYOURSELF!!!36EvaluationQuestionsUse:A.StronglyagreeB.AgreeC.DisagreeD.StronglydisagreeE.Don’tknow1.Ifoundthepresentationofmaterialeasytounderstand.2.ThisAdvantagesessionincreasedmyknowledgeonthesubjectpresented.3.IwillbeabletousesomeoftheinformationfromthisAdvantagesessioninthefuture.4.Thepresenterwaswellpreparedforthissession.5.Thispresentationshouldberepeatedinfuturesemesters.