Have you ever wondered how some salespeople continue to reach new heights in their careers while growing revenues year after year? Here are some of the most commonly asked questions in sales:
The three most important characteristics of a successful salesperson are work ethic, drive to learn, and a genuine passion for your customers products / applications / markets. Sales champions are those people who take the time to learn about every aspect of their customers' business, assess future areas of need, and becomes a business advisor to that customer throughout the buy-sell heirarchy. Every successful salesperson has to instill a deliberate sales process (I highly recommend a combination of Miller-Heiman, Question Based Selling, and the FOCAS method by Skip Miller) to enable a strategic approach in becoming a customer-centric business advisor. The art of sales is...people make the process, not the other way around. If you are sincere in your desire to facilitate your customers' business, then you will consistently position yourself (and your products) earlier in the design cycle and enable you to DO THE RIGHT THINGS and DO THINGS RIGHT for them.
