I often hear complaints from both new and experienced sellers that they don't know how to become successful.
The key question is always, "What do I need to do to become successful?"
When I ask, most say that they have some very successful sellers in their company, while others indicate that although they may not have any high-production sellers in their office, they still know at least one highly successful seller that they are in regular contact with regularly.
My answer to them is simple: "Act the part to become the part;" that is, do the things successful salespeople do and act the way successful salespeople act and you'll stand a very good chance of becoming successful also.
Seldom do I run into a seller that is satisfied with that answer. Rather than getting a simple "OK," I get a ton of reasons why that is a stupid answer.
As soon as I make that statement I know what I'll hear:
"How am I supposed to act like that when I'm new and just started?"
"I can't act like that because I don't know what I'm doing."
"That's crazy. I can't act like I'm successful when I'm just barely getting along."
"If I act like I'm successful I wouldn't be being genuine."
Now, of course, these reactions aren't always stated exactly as those above, but the bottom-line is always the same-they can't do the things successful salespeople do because they aren't currently successful.
Well, if they're not doing the things successful salespeople are doing, then they must be doing the things unsuccessful sales people are doing.
And they wonder why they're not successful?
If you really want to become successful as a seller, find a successful seller that you admire and respect and begin closely observing what they do and how they act. More than likely you'll notice a few thing such as confidence, a thorough knowledge of their products and services, a commitment to gain all the sales and product training and coaching they can possibly get, a willingness to admit when they don't know something along with a promise to find out, and a desire to help their prospects and clients solve issues and meet needs.
You'll also more than likely not find a few other things, such as being self-centered, a fear of rejection, a single minded focus on money, or a know-it-all attitude. Unfortunately, much of the time these negatives are easily found in those very sellers wanting to know how to become successful.
It really isn't that hard to figure out that if you do what the successful sellers are doing you'll probably have a great chance at being successful.
If, however, you're doing what the unsuccessful sellers are doing, you'll have an even better chance of continuing to be unsuccessful
If you're not reaching the level of success you want, you can continue doing the things you're doing that aren't getting you where you want to be, or you can simply act the part to become the part, that is, act like a successful seller and you'll become a successful seller.
So, rather than continuing as you are, find someone you respect, observe them carefully and then do the things they do and act the way they act. Over time you'll find that it's a whole lot more fun acting-and becoming-successful than it is watching the successful sellers leave you behind.