In Part 1 we looked at the actions and attitudes of That Guy who is guaranteed to fail in sales. We saw that That Guy comes in many forms from a self-centered know-it-all to a guy so fearful of rejection that he can't make the prospecting calls that are the foundation of selling to the guy who spends all of his time putting on the airs of success so that he has no time to actually become successful.
So now that we know what the guy who fails does, it's time to find out what the actions and attitudes of That Guy who succeeds are. Whereas we found 14 easily identifiable actions and attitudes of that failure guy (we could have found many more but stopped at 14 for the sake of time), there are far fewer actions and attitudes of that success guy.
What are the success actions and attitudes of that sales success guy?
1.That success guy concentrates on doing things that create sales. Where that failure guy does busy work, that success guy spends his time connecting with quality prospects, meeting with them, taking care of them. If the action isn't directly related to making a sale or serving a client, he wants no part of it.
2.That success guy takes responsibility for his own success. Certainly, he takes advantage of every growth opportunity his company gives him, but he doesn't rely on the company for his training and professional growth. He invests his time, his energy and his money in his own training and coaching. His success is his responsibility-and reward, not the company's.
3.That guy is the luckiest guy in the world. Well, not really-he just appears to be lucky because he works hard to be in the right place at the right time. He "stumbles" into so much business because he has put himself in front of so many people and developed so many relationships that when they do need something, he's "lucky" enough to be there.
4.That guy has the confidence to expose himself to success. He knows not everyone will buy. He knows that he'll hit some homerun presentations, presenting solid solutions to prospect's problems and still not make the sale. He doesn't let those disappointments control his life. He's a winner and he knows it. He isn't arrogant or conceited; he just knows that he has the skills and the work ethic that will produce the results he wants.
5.That guy knows what he is doing and why he is doing it. He has a disciplined, proven process that guides his actions-and consistently produces the results he wants. Unlike that sales failure guy who wakes up in a new world everyday where he must constantly reinvent who he is and what he does, that sales success guy leaves nothing to chance. He has a replicable process for every aspect of the sales process that he knows works.
6.That success guy is driven to succeed. He has to win. He won't, can't settle for just being in the running. There's something in his gut that demands he find a way to be top dog. If that means making more cold calls than anyone else, that's what he does. If it means working twice as many hours as his sales team mates, that's what he does. If it means investing more time and money in learning more effective strategies than his team mates, that's what he does.
That sales success guy is really pretty simple-he simply is committed to learning and executing proven, effecitve strategies that will result in producing the results he wants. He doesn't waste time. He doesn't feed his ego and starve his bank account. He doesn't do the things that lead to failure and expect to be successful.
You are That Guy. The only question is are you that sales failure guy or are you that sales success guy? The good news is it really is your choice. You don't have to be that sales failure guy. You can just as easily be that sales success guy. It just depends on whether or not you're willing to do those things that lead to success.
Paul McCord is the president of McCord Training, a Texas based international sales training, coaching, and consulting company. He is the author of the Amazon and Barnes and Noble best-selling book on referral generation, Creating a Million Dollar a Year Sales Income: Sales Success through Client Referrals (John Wiley and Sons, 2008), and SuperStar Selling: 12 Keys to Becoming a Sales SuperStar. He may be reached at [email protected] or visit his training website at www.dynamicsalesgrowth.com