Two types of people typically become successful at sales, according to Paul H. Green, founder of The Green Sheet and author of Good SellingSM: Thirteen Weeks to Personal Success: those with natural ability and those willing to outwork their more gifted colleagues to reach their goals.
"First, there are individuals who truly enjoy other people and have a natural ability to relate to other human beings on a one-on-one basis," Green wrote. "Not all sales professionals can possess the same degree of common sense, tact, diplomacy, initiative, resourcefulness and other inborn qualities; and while those who do will make selling look more like 'art' than 'hard work,' hard work also can lead to success.
"The second category is comprised of individuals who have no particular gift of gab but who are tenaciously set on learning all there is to know about their industry, their competition and their product or service. … [T]hey can make up for the lack of art by a more intimate knowledge of their product or service, by close application and by hard work."
All successful salespeople have the ability to execute. Underperforming salespeople, no matter how talented, cannot – or do not – follow through. And even the best among us can use a boost from time to time.
So what does it take to be a person of decisive action? Here are several ideas:
There will be trying days ahead when you're thrown way off course. When facing such a day, do just one small, positive thing to move forward. Over time, even micro actions can work miracles.
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