RAB Research Archive

The Ingredients for Success in Sales



If you've taken any RAB online certification courses or attended any of our live presentations, you know that we share the three traits of selling success:

Empathy — the ability to understand another person's point of view.

Expertise — having the knowledge required for the job.

Problem-Solving Skills — the ability to take what you learn through empathy, tie it to your expertise and come up with a solution to the problem from the customer's point of view.

Turns out, there may be one additional trait that contributes greatly to sales success. Dr. Wayne Dyer once said:

"In order to be good at selling, you have to first fall in love with what you do. You don’t sell your product because every product in the world has some validity, and there is another product out there that will satisfy your customers’ needs as well."

Dyer says this love affair with what you do presents itself as enthusiasm. Whether you’re making a presentation, following up with customers, prospecting, networking or closing deals, the difference between the average performer and the top performer will always be enthusiasm. This is not a “fake-it-till-you-make-it” enthusiasm, this is real urgency, excitement and passion that is borne out of your empathy, expertise and problem-solving skills. Dyer says:

"When you are filled with enthusiasm for what you sell and can convey that, it doesn't matter what product you're offering; the people will want it."

It's Monday. It's a new week to serve your clients and your community, find solutions to problems and be on the frontlines of economic success and prosperity in your market. If that doesn't excite you and give you enthusiasm, you might be in the wrong career.

Jeff Schmidt is the SVP of Professional Development. You can reach him at jeff.schmidt@rab.com. You can also connect with him on Twitter and LinkedIn.

Source: Jeff Schmidt, RAB





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