What is required to successfully close the deal is persistence, "a firm or obstinate continuance in the course of action despite the difficulty, opposition, fatigue, or frustration."
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The data showed that the best salespeople were more likely to (a) be promoted and (b) perform poorly as managers — the conclusion: The Peter Principle is real. The most productive worker is not always the best candidate for manager.
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There are surveys that suggest that not enough people say “Thanks” in the office. Research says that only 10% of adults say “Thanks” to a colleague every day, and just 7% express gratitude daily to a boss.
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While I am a proponent of consultative selling, I have decided to stay away from praising any one sales method or style, knowing that each one has a time and a place. Instead focus on the traits of a good salesperson. Traits not scientifically researched, rather the observations of a practitioner.
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Someone who partakes in healthy competition wants to succeed … but also derives joy from seeing others succeed. Someone recently asked me for a recommendation to create healthy competition among their team. I had to immediately think of the various sales competitions that I was a part of.
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Salespeople have a serious problem. According to a study, only 3% of prospects trust sales reps. It was a blog titled “Trust,” published some time ago, that got me thinking… How many times have I referenced trust as an essential foundation in sales? Without trust, nothing in society would work.
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