Sales is all about solving problems. It’s all about trying to find more options. It’s all about trying to help customers overcome a business problem. The better you can think, the better salesperson you can be.
Here are six common, yet terrible characteristics of salespeople that you must avoid at all costs.
If you exemplify any of these traits, stop it right now.
1. The Non-Reader
If you don’t read, you won’t learn. I read a lot of blogs. I read a lot of books. I read anything I can to learn. And when I learn something I didn’t know, I get totally pumped up. I read any and all types of content – and it doesn’t always have to be directly related to sales.
Reading helps you break things down into the essence of their context, and that provides a lot of motivation. Right now I’m reading a book called Think Better: An Innovator’s Guide to Productive Thinking by Tim Hurson. It’s an amazing breakdown of how we can improve our thinking processes to innovate around difficult problems or challenges.
Never stop reading. I’ve even read books on how the brain processes information, and how we make decisions. Sales is all about helping people make a decision to pick up the phone, to buy your product or service, or to make a decision. Understanding this, knowing HOW people make decisions is kinda important. Understanding the tertiary information to sales is as important as understanding sales itself. Read more and not just about sales!
2. The Self-Absorbed Jackass
I don’t care what you want. I don’t care about your product. The product doesn’t matter. It’s what your product can do for the customer that matters. Put the customer first.
3. The Bore
If you’re doing it the way that everybody else is doing it, you’re doing it wrong. Have some balls. This is how you stand out, and personality is a big part of it.
4. The Scaredy Cat
To be successful in today’s world, you have to be willing to create change for a long time. Don’t resist change and don’t accept change. You’ve got to be a change creator. There’s no prize for the person who wasn’t willing to (or accept) change.
5. The Time Clock Puncher
I don’t care how much time you put in, if you didn’t get done what was supposed to get done then you’re useless to me. Don’t talk about how hard you’re working or how long something takes. Just do the job and get it done on time.
6. The DIYer
You cannot do it all yourself (hence DIY). I delegate a shitload. You should get the point where you say, “Wait a minute, I have nothing to do right now because I’ve delegated it all to everybody.” Now, it’s everybody’s responsibility so just relax. It’s okay if you’ve got nothing to do right now.
Check out the full infographic:
Get more sales tips in the RingLead ebook, Sphere of Influence Selling: An Inside Sales Approach to Crushing Your Quota.