Traits of Top Salespeople

"Top salespeople are persistent: they follow up after the call or meeting."

Everyone Sells But Few Can Truly Sell

Everyone Sells But Few Can Truly Sell

We have all heard the line:

Everyone sells.

We have heard it over and over. It is typically combined with some cute anecdote about a child convinces his or her mother for an ice cream cone or a new toy or to stay up and watch a show.

Yes, we all have to convince another person to make a decision in our favor (the essence of sales) but that doesn’t mean that we do it well. Also, the story of the child never includes the number of times that Mom doesn’t buy the ice cream cone or the new toy.

I frequently talk about the failure rate of salespeople. I do not know of a single profession that fails as often as sales.

  • Pilots don’t fail as often (most planes take off and land just fine).
  • Accountants don’t fail as often.
  • Bakers don’t fail as often (most cakes and cookies taste great).
  • Taxicab drivers do not fail as often (most make sure their passenger arrives safely).

In fact, aside from some really tough stats for professional sports (where the truly best-of-the-best play), I cannot think of any other profession where failure is so endemic.

The sales profession is challenging. You need to work hard at it to succeed. You need to learn from the best. You need to improve your skills continuously. If you think you can sell since you are a hit at parties and have a lot of friends, you may soon find that you are a failure as a salesperson. Blunt truth: because the sales profession is so hard, you have to focus on doing everything in sales very well, or you will be considered a failure.

This recent poll by re-affirms this issue. Most salespeople in that year did not expect to make their quota. That doesn’t mean that they didn’t make some sales. That doesn’t mean that they didn’t cover their specific costs.

It does probably mean that they didn’t make as much money as they hoped to make. In almost every salesperson’s mind, that means they failed.

This is why I wrote my book, Eliminate Your Competition. It is the only book that I know of that is written by a salesperson (me) for other salespeople rather than a sales trainer that stopped selling years (decades?) ago. Granted, I have moved to a sales management role today, but I am still making sales calls every week. I am still driving revenue for my company using the same tools that I talk about in my book.

If you want to get better at sales, I suggest you read my book. You may purchase my book Eliminate Your Competition from your favorite book retailer. The ebook version is available at the most popular retailers such as Apple, Amazon, Barnes & Noble. The paperback version is also widely available at such retailers as Amazon, Barnes & Noble, and Books A Million.

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