A Paradigm Shift to Sales: #2 Two Important Characteristics in Sales

In this edition of our Broker Success Series, Artur Budimir, Account Executive and Broker Success Advisor, talks about the sales mindset necessary for broker success

There are many attributes of a good salesperson. If you have these two, that will be enough of a foundation to start developing the rest. Here they are:

C _ _ _ _ _ _ _ _ _ _
A S_ _ _ _ _ M _ _ _ _ _ _ _ _

Any guesses?

The first is easier to guess. It’s consistency. Especially in the art of sales, consistency is very key.

When thinking about success in sales, you need to stay consistent in areas such as:

  • The Sales Process
  • Marketing
  • Results
  • Drive
  • Reliability

Without consistency, you will have everyone guessing, including yourself and your clients.

The other reason consistency is vital is because you will make the second characteristic almost impossible without it.

It is having a strong mentality.

Why is this so important? Because sales is a battle of the psychological. You need to be prepared to lose many more times than you will win. You need to be prepared to be rejected time and time again, and to not take it personal. You need to get out of your own head and enter the mind of the prospect to understand their thoughts and see everything from their perspective. You need to be mentally present and fully focused on the interaction, not thinking about other distractions, such as what you want to say next.

Without these two characteristics, you will never achieve mastery in sales. You may possess other strong attributes and be above average. But to be the best, you need to be reliable (consistency) and have perseverance (a strong mentality).

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