“One characteristic of winners is they always look upon themselves as a do-it-yourself project.” Red Auerbach, the great coach of the Boston Celtics, was talking about athletes when he made that remark, but it has particular significance for improving salespeople.
Do-it-yourself salespeople refuse to accept the status quo, no matter how good their numbers look. When they reach one goal, they set a higher one. When they feel a slow down, they reinvigorate themselves by finding new leads.
Qualities of ‘do-it-yourselfers’
Here are five critical work habits shared by salespeople who never stop trying to improve themselves:
- They get to work early each day. It allows them to plan their day without distraction.
- They maintain personal contact with their customers. Customers want to do business with salespeople who are interested in them. They like salespeople who listen and learn about them, their problems and their goals.
- They prioritize everything. They break things down in order of importance. They don’t waste time on mundane tasks so they can concentrate on the ones that get results. They realize that customers expect quick replies to requests for information, especially when problems arise.
- They provide solutions. Customers want salespeople to present solutions to problems. They look for responsiveness and creativity. They want salespeople who know products thoroughly and are able to offer technical support.
- They hold themselves completely accountable for everything. They make no excuses for poor performance. They view themselves as completely in charge of everything that happens to them. If they don’t like what’s going on, they decide it’s up to them to change it or improve it in some way.
Source: Ted Barrows, a sales trainer and consultant.
