The difference between good and great salespeople is probably not what you think it is. Most people would say great salespeople are charismatic, slick, outgoing alphas.
The reality is much more boring. The biggest difference between great salespeople and good salespeople is consistency.
The Skills You Need to Be Good at Sales are Learnable
You can learn to be compassionate, someone who understands human psychology and cares about others.
You can learn to ask good questions and be an active listener. You can learn to be proactive, make good phone calls, write good emails, and give good presentations.
You can learn to be concise in your pitch and great at following up and following through.
Everybody can master the basics of sales and become an advanced practitioner of sales mechanics.
You can even train yourself to deal with rejection.
Are You a Natural-Born Salesperson?
It’s true that some people are born with the DNA of a salesman and will be able to succeed in sales with less effort.
But even if you’re as useless as they come, have weak people skills, and aren’t comfortable in social situations—you can still master the craft of sales and become very successful at it.
Show up Every Single Day and Perform
In sales, the score is set to zero every day. Like a great athlete, you have to perform every time you step on the field.
Showing up at work and doing the best work you can day in and day out, sunshine, rain, or snow, whether you feel like it or not,… separates good salespeople from great salespeople.
Can you show up every day like it’s your first day at work?
Can you bring on every sales call as if it’s the most important conversation of your life?
Can you care as much about your hundredth sales presentation as you cared about your first?
Can you handle every negotiation as if your life depends on it?
Can you perform at the highest level every single time?
Can you still do it after you’ve been riding the waves of success and the money doesn’t make that much difference anymore?
Can you still do it after a dry spell where nothing seems to work and self-doubts kick in?
Can you do it day in and day out, year after year?
It’s Not About Ability. It’s About Choice
You'll be a great salesperson if you choose to step up to the plate consistently. It's as simple as that.
