FRESH BREW FOR YOUR BRAIN

by Jeffrey Gitomer

Do you have the character and characteristics of sales success?

are you:

1. Smart. Salespeople have to be smart enough to think on the spot and deal with every kind of situation as it happens. CAUTION: Very experienced salespeople, who think they know everything, are most vulnerable to be beaten by a smart person with hustle.
2. Self-starting. Great salespeople don't need "motivation." They have a built-in fire that's somewhere between a double espresso and a Red Bull. Nobody has to tell them what to do. They know what to do. And they do it. They make the first call of the day and the last call of the day.
3. Great Attitude. Great salespeople believe they will make every sale. Great salespeople take "no" as "not yet." Great salespeople accept every lemon thrown at them by management, customers, and accounting-and they use those lemons to open up a lemonade stand. A great salesperson is able to take everybody else's crap and somehow turn it into money.
4. Excellent Communication Skills. Great salespeople are not "good" communicators. They're great communicators. Their message is both compelling and transferable. Their passion and their belief system are as contagious as their enthusiasm. And they're able to articulate in a way that gets customers to buy more often than not.
5. Physically and Mentally Fit. The statement speaks for itself and implies that you work out on a regular basis by working your mind and your body. You exercise your mind and body before you get to work (push-ups and brain-ups) so you feel good- and that good feeling is projected every time you interact with a customer.