顶级销售人员的7种素质!.ppt

7 Qualities of Top Sales People Kelley School of Business How many of you are planning a career in sales (show of hands)? Anything less then a 100% show of hands is not acceptable… NOW WHY DO I SAY THAT? We usually think of SELLING  PRODUCTS SERVICES OR BOTH But what about.. Selling Yourself ? Remember this truism….. I don’t care what career path you are on. The reality is that you must sell yourself before you sell your skills. I am talking about your “persona”---about how others see you as a human being. I choose to call it “personal salesmanship”. Who would you hire? Joe has a 4.0 g.p.a. Also, he is a “slug”. He is slovenly—conceited—surly--doesn’t bathe too frequently—has no friends---yet his grades are tops. Bill has a 3.0 g.p.a. He is personable—well liked—outgoing—a good listener—enjoys working with others—and he bathes frequently. ARE YOU…… BEGINNING TO GET THE MESSAGE? The video you are going to see…… is focused on those who are planning a career in sales and what it takes to become a top salesperson. But following my own thesis----that we sell ourselves before we sell our skills, I believe there is something you can learn from this video even though you’re not going into sales as we traditionally think of “sales”. Who is Brian Tracy? A review of Brian Tracey’s web-site could very easily lead you to the conclusion that he walks on water. My own criteria is simple: Would I pay to hear him speak? Right now, the only person on my “pay to hear list” is George Carlin. There is some good information in this video---but you will have to decide if you would pay to hear him speak. O.K.-? Let’s Review Brian’s Message Why are some salespeople so successful? 20% of the salespeople make 80% of the sales and 80% of the commissions 10% of salespeople open 80% of new accounts (“hunters”) The top 10% of sales professionals today earn 5X, 10X, 15X and even 20X the average of the other 80%-90%. Why are some salespeople so successf