Who makes the best sales person?
The best persuader? (I didn’t hear you say “not me” did I??)
The outgoing personality?
The introvert?
The analytical?
The competitive?
By habit, we believe it’s the extrovert, the outgoing, friendly, naturally comfortable individual. Most of us have always assumed that was the defining trait of successful selling people. We believe that individual is the type perfectly suited and comfortable with selling…and we aren’t because we don’t possess those traits.
Guess what? We’ve been wrong.
Research supports this. The most important characteristic for sales success is…
A kind of “emotional courage,” a persistence to keep going even after initially being told no.
And while some more naturally than others have emotional courage, it’s a developed trait not an inborn trait! That’s the good news!! We can all develop emotional courage.
The next time you find yourself hesitating to call a prospect, following-up with someone you met at an event, or setting an appointment with a referral, view this as the perfect opportunity to develop your emotional courage.
That’s the singular talent of every successful sales person. And your business requires a sales person, doesn’t it?
Go forth and do great things,
Martha Hanlon & Chris Williams
P.S. Have you checked out check it out and joined the most awesome new community for us small business owners?