10 Characteristics of Successful Salespeople

What separates successful sales people from everyone else? I believe that most successful sales people, in virtually any industry, possess the following characteristics:

1. They are persistent.

2. Successful sales people are avid goal setters.

3. Great sales people ask quality questions.

4. Successful sales people listen.

5. Successful sales people are passionate.

6. Successful sales people are enthusiastic.

7. Successful sales people take responsibility for their results.

8. Successful sales people work hard.

9. Successful sales people keep in touch with their clients.

10. Successful sales people show value.

Follow the link above where Kelly goes into great detail on each of the items above.

Change For Success !

So, how is that working out for you? You ask yourself questions like: Why haven't I achieved the success I have been working towards? What do I need to change for success? Why am I not on schedule of my success plan? What do I need to change for success? These are some hard questions, but ones we need to ask of ourselves as we continue to push forward in the pursuit of our goals.

When I started my working career my basic philosophy of success was to work harder, push harder, no time for fun, I must always be doing something to reach success. I thought I could push and work hard enough to reach success by physical activity. I did not change for success, I just kept working and pushing. I thought all I had to do was work hard enough and success will be mine.

After a few years of this type of thinking I started my life long journey of researching and learning about success. I started reading and listening to recordings (cassette tapes at that time) to learn all I could about achieving success. I started to realize that many of my beliefs were based on my childhood experiences and surroundings of hard work was the key to success. Then the light came on and I realized that I had to change for success.
Thinking Is An Important Change For Success

I am sure you have all heard the saying: Work smarter, not harder. The saying always stuck in my mind, but it took a little time for it to sink in. That is when I started asking myself the questions at the beginning of this post. Most importantly the question, what do I need to change for success? Because of my programming my first response was that the thing I had to change for success was to work harder and differently, but still work harder. WRONG ANSWER.

The thing I needed to change for success was to think (to work smarter). Spending time thinking was not an easy change for me, I kept feeling like I needed to be doing something to move me to success. So, based on everything I learned from my research of success, I forced myself to think and develop a success mindset. This reminds me of a quote from Henry Ford: "thinking is the hardest work you can do". I think I read that in "Think and Grow Rich" by Napoleon Hill and I think Henry was right. Once I got myself to actually sit in a quiet place without distractions and really think about the what, why and how of my desired success that I started moving forward faster than I ever did in the past. This change for success had made the biggest impact in my results and development of a success mindset.

Don't get me wrong, we still need to work hard. But there is much more to success than hard work. Make your change for success by taking some un-distracted time to think. I am not talking about 5 or 10 minutes here and there. I am talking about substantial amounts of time on a regular basis. Sit down with a pen and paper and think, take notes of your thoughts and ask yourself questions regarding your success. You will be surprised by the results when you make thinking a regular part of your life.

Your Success ?

Like everyone else I've spent some time thinking about why some people are so successful in life. And what factors in success that are under more personal control than others.

Successful people might be intelligent. Or have had a socially well connected upbringings. Or be naturally energetic and open and positive.

But a lot of the factors that make some people more successful at almost anything in life are very much under their control. And much can be improved in anyone’s life by learning from the people that have gone before us.

Here are some of the thoughts on success that I've come up with from reading/watching documentaries throughout the years about people such as Michael Jordan, Thomas Edison, Eleanor Roosevelt and Henry Ford. The following factors of success are just a few and I´m quite sure there are a lot more.

They make decisions and take action
Right or wrong action, they take it. Either way it’s always better than making no decisions and taking no action at all. As Franklin Roosevelt said:

“It is common sense to take a method and try it. If it fails, admit it frankly and try another. But above all, try something.”

They do things even when they don´t feel like it
I think this is a pretty huge factor. A lot of us back down when we don´t want to do something, even though it may eventually bring us to a wonderful experience or goal. Successful people may not always like doing some of the things they have to do. But they do them anyway. And in the longer run that makes all the difference.

They do the most productive thing right now
Instead of trapping themselves in doing productive but not so important tasks or projects they realise what’s most important and do that. And after they´re done with that they do what´s most important again. Instead of just doing a lot of things, they think and plan before they act and try to focus as much as possible of their thoughts and actions on those few very important things.

They do one thing at a time
Many of them don´t seem to multi-task. Some reasons for avoiding that may be that it creates internal confusion, wastes time and spreads the multi-tasker too thinly. Instead, they do one thing and focus on that until it is done. Then they do the next thing until it is done. Focusing 100% on one task at a time will get it done quicker and better.

They have a positive attitude
A negative attitude can be very damaging and limiting to one´s life. A positive one can open new doors every day. It can open your mind to new ideas and input and create or sustain great relationships. It helps you through the hard times as a successful person often sees an opportunity within what others would merely see as a problem.

Have a look at Take The Postivity Challenge for more thoughts and practical tips for creating a more positive attitude.

They have redefined failure
While a lot of people see failure as a way to rationalizing the feeling of wanting to giving up or as a sign that it´s actually time to do something else successful people tend to see it more as useful feedback. They may not like to fail, but they don´t fear it – or at least they have little fear of it - and they know that if they fail they´ve been there before and they can start over again and succeed. This is of course a very useful belief and keeps successful people going while the rest have already given up.

They don´t let fear hold them back
They overcome fear and slay that dragon whenever they face it. Or they may have defined or redefined reality so that fear is substantially decreased or even gone in some areas of their life.

Doing this enables you to take action on your thoughts. This pulls down the barriers in the mind and create new roads and opens up to whole new possibilities. Have a look at 5 Life-Changing Keys to Overcoming Your Fear for more on both slaying your dragons and redefining your reality to contain less fear.

They have found a purpose in life
They are internally driven rather than externally driven. They do what they have a burning desire to do rather than conforming to what others think they should do. Even if what the others think may be positive and successful stuff.

The Michael Jordans, the Edisons and the Stephen Kings have figured out what they want to do in life and are doing it (or did it).

The purpose, I think, is largely why they can keep on going and be motivated while others may tire or just go and do something else that they find more purposeful. The successes love their purpose and when they aligned with it then it seems to push them forward with enthusiasm and energy through life.

They dont get distracted
When others get too caught up in everyday life to do what they really want to do the successes don´t. They can really focus on actually doing what´s important and what needs to be done. Again, this seems to go back to having a purpose and more clear sense of direction in life.

They value their time highly and plan it out well
A lot of people don´t value their time that much. Successful people have a purpose in life and therefore they do. They have so much they want and an inner urge to do it and therefore need to plan well to use their days effectively.

They´ve got awesome communication-skills
So very much of what we do in life has to do with other people. So it seems quite obvious that to be successful you´ll probably have to have good or great communication-skills (or hire someone that has such skills).

People skills is fortunately something anyone can improve and develop. Have a look at Do You Do these 10 Mistakes in a Conversation and How to Make a Great First Impression for some useful tips.

They have an open mind and are willing to learn
Successful people take the time to study and learn – and often seem to really like doing it - what is necessary to improve their skills. They are open to thoughts, suggestions, solutions, new information and change rather than thinking they already know everything, that there is not much more to learn and that everything should be as it has always been.

What to focus on?
Now, what factors are the most important ones, where should one focus the energy? I am currently focusing on improving my ability to take action, doing what I may not feel like doing and doing the most productive thing right now. To me it seems like these three factors are very important and since they are pretty interconnected they are easy to combine.

I think what you should focus on varies a lot. And it’s up to everyone to figure that out for themselves. But if you´re anything like me you probably already know what areas you need to work on.