There’s always a lot of chatter about the top traits of salespeople. A fascinating article in Harvard Business Review a few years ago identified seven personality traits of top salespeople. Well worth the read.
#6 in the report was Lack of Discouragement and #7 was Lack of Self-Consciousness. Put these two things in a blender and you have somone who in our mind has one of the single most important factors of being a top salesperson: persistence.
Persisting at every level. A general persistence through the ups and downs of day to day life as a salesperson which is a often a recipe of economics, marketing, products, timing, luck and more. And on a micro level, persistence with customers and prospects, despite rejection and staying with the process so that when they are finally ready, you will be there.
Larry Winget talked about this idea in our Go for No! DVD Movie:
“There are more bad sales people selling bad products at a higher price, than there are good sales people selling good products at a reasonable price. The bad sales people can make more money – which might make them good sales people – simply because they ask more people. They just stay with it all of the time. They don’t understand what rejection is. They look at rejection as a challenge.” – Larry Winget
Have you read Go for No! yet? Pick it up at our store here or on Amazon if you prefer.
Comments? Please let me know your thoughts. And if you liked this post, please share! – AW