Every successful sales person should have four major strengths: Ambition, commitment, responsibility, and outlook. With those four major strengths, usually come five major weaknesses. Over coming these weaknesses results in a very successful sales person.
The five major weaknesses that each sales person encounter are:
1. The Non-Supportive Buy Cycle
2. The High Need for Approval
3. Managing Money Weakness
4. The Tendency to Become Emotionally Involved
5. The Self Limiting Record Collection
Here are five of Sandler’s rules to overcome these weaknesses:
1. Time Kills Sales. Never leave a sale without a yes, no, or clarity of moving towards the next step.
2. We all have a high need for approval. Be nurturing, but don’t worry about being liked or loved. You only have to be gutsy for 3 seconds at a time when it comes to a sales call.
3. Deal with the money early on. Don’t let your concept of money hold you back. When money becomes a problem, it’s because we let it…Quantify PAIN.
4. Be specific and do not get emotionally involved. Do not have many personal relationships with your prospects or clients. Be an objective third party on a sales call.
5. Do not have a negative mindset, excuses for failure, poor beliefs, or head-trash. Have beliefs that support the system.
Everyone has weaknesses, but as a sales person you cannot afford to have any weaknesses that could affect your business. Overcome your weaknesses with Sandler’s five rules and manage your sales success. Let your strengths of ambition, commitment, responsibility, and outlook shine. Don’t let your weaknesses hold you back.
Do you have a desire to not only improve your life, but also the lives of those with whom you associate personally and professionally? |
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