Sales training ideas – 11 factors that lead to success in sales and selling.

Whether you’re just learning how to sell, or you’ve been in sales for years, focus on the following eleven factors to help guarantee success in sales. 

Eleven Factors for Success in Sales 

1) Positive attitude – enthusiasm, drive, competitiveness, and confidence  

Top salespeople have a positive, can-do, winning attitude. Specifically, it calls for enthusiasm, drive, competitiveness, and confidence—the four most critical aspects of a top salesperson’s personality. Top salespeople do whatever it takes to win, ethically, and they do not quit. They never give up, ever. Top salespeople have a win-win attitude. They are genuine and they truly like and care about other people. 

2) Action oriented

Top salespeople are people of purposeful, focused, well-thought-out action. They are not frozen by fear or paralyzed by indecision. They may occasionally feel fear, yet they act in spite of it. Top salespeople are clear about what they are doing and why they are doing it. They don’t procrastinate. They are protective of their time and use it wisely. Top salespeople have a plan every day. 

3) Preparation

Top salespeople are prepared for anything and they over-prepare for everything. They never wing it. They have prepared scripts, presentations, answers to objections, and proposals. They practice, drill, and rehearse. They are always looking for ways to improve. They are familiar with all the paperwork and other, more detailed aspects of their job. They make sure they have all the tools of their trade with them, ready to go.  

4) Being businesslike and business-savvy

Top salespeople partner with customers and build a compelling business case based upon what’s best for the customer. They know the customer’s business and problems intimately. They ask intelligent questions that both set them apart from other salespeople and let the customer know they understand the business. Top salespeople embrace technology, know where to use it, and how much of it to use.  

5) Ability to stand out from the crowd

Top salespeople differentiate themselves from other salespeople. They don’t sound or act like other salespeople —they are original. A top salesperson doesn’t come across as someone trying to sell; he or she comes across as an interested and informed party there to help. Top salespeople have an aura of respect around them. The way they walk and talk demonstrates to others that they are professionals and they, in turn, are treated professionally. Top salespeople are real, human, and down to earth, and people like them for this reason. Their caring, sincerity, and helpful dispositions stand out. They are memorable.  

6) Likeability, trustworthiness, and the ability to build relationships

Top salespeople do everything necessary to build solid, loyal, long-term relationships. This is true even in businesses such as real estate and car sales where the frequency of sales can be years apart. Top are able to establish a connection and build rapport quickly and effectively. They build trust and credibility. They are kind, caring, and most important, trustworthy. They are also genuine, open, and honest. They convey a sincere interest in other people. Top salespeople become personally involved with their clients and truly like to serve people. 

7) Effective communication

Top salespeople are great communicators. They actively listen to people and are able to hear them well and read between the lines. They ask many questions and listen well to the answers. Top salespeople are clear and concise in the information they convey. They have frank, direct conversations with people and talk to them the way they want to be talked to.  

Empathy

Top salespeople have empathy for their customers and prospects. They are able to put themselves in other people’s shoes and become emotionally involved. Top salespeople genuinely like people and people feel their understanding and compassion. Top salespeople enjoy helping people. 

9) Professionalism, integrity, and work ethic

Top salespeople are complete professionals with complete integrity. In addition, they have a great work ethic. Everything about them is nothing but professional. Top salespeople are always on their best behavior because they’re aware that they never know who is watching them and who is taking inventory of them. Top salespeople are honest, work both hard and smart, and they go the extra mile.  

10) Team player and leader

Top salespeople are team players. They look for ways to contribute to the team. They pull for their peers and colleagues. They are focused on becoming better as individuals and believe that by doing so, they help the people around them improve and make their company stronger. Top salespeople work well with other departments and develop strong professional relationships with co-workers. They lead prospects and customers to the right decisions.  

11) Continuing education and training

Top salespeople are committed to being the best they can possibly be. They are always getting better at selling. They read sales books, listen to sales information at home and in their car, watch videos, and talk to other successful salespeople. Top salespeople constantly look for ways to improve, add to, and build upon every tool in their selling arsenal.  

While eleven factors may seem like a lot, being a top salesperson really comes down to having a great attitude, a sincere interest in helping people, and a burning desire to succeed. With those elements in place, you will achieve success in sales.