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The biggest secret of a professional salesman

The biggest secret of a professional salesman

Think about the last time you had a long-term goal. How long was it? One Month? two months? six months? several years? Did you reach your goal? What are the obstacles and problems along the way?

This article is for those who want to be known as a successful salesperson. Your answer to the above questions shows how steadfast you are. In this article we want to tell you what stability is, how you should create it and how it will turn you into a professional salesperson.

Before you continue the following article, I have been working in the field of marketing and sales for several years, and as a friend, I recommend you the book ” Up to 21 professional sellers Be sure to read.

Definition of stability

Consistency is a personality trait described by the famous psychologist Angela Lee Duckworth as “Perseverance and passion to achieve long-term goals” defined. Duckworth’s research has proven that consistency and perseverance have a greater impact on success than IQ or talent.

Stability rate

Duckworth designed a short test to see how stable each person is. The test scores ranged from 1 (complete instability) to 5 (complete stability). You can take this test from This link Do it. If your score is lower than you expect, do not blame yourself. According to Doc Worth, part of this score is formed by your standards. If you have a strict definition of perseverance or commitment to a goal, you may get less points.

Stability characteristics

What is stability like? Many people mistakenly think that “stability” is, in other words, “self-control.” These two behavioral traits are similar. Self-control is about short periods of time, such as preventing procrastination. But stability is about long periods of time. This means that you may decide to continue working as a salesperson despite the experience of a difficult year, or even decide to go to university to become a professional salesperson.

The following are three main characteristics of a stable person:

1) Brave

Being brave helps set goals. If you are not brave, you will reach relatively easy goals. If you want to challenge yourself (and you can take potential risks), You have to have ambitious goals. Even if you do not fully achieve the goal, you will be more successful than other people.

To better understand this, suppose you promised to grow the company by 150%. In this case, even if you manage to reach only 120% of this amount, even though you failed to reach your goal, you are still ahead of many.

2) Eager

If you want to pursue a goal for many years, you can not do it without enthusiasm. That is why passion is an important part of stability. The more enthusiastic you are, the better your chances of continuing, even as things get tough.

Ask yourself, ‘If I do not have the money to do this, am I still eager for it? “What if no one praises me for it?” If you are really enthusiastic, the answer is yes. There is nothing wrong with being motivated to work in the money and fame business; Many people do their business with these things. But this is different from really enjoying work and helping customers.

3) Ambitious but realistic

It may seem strange, but stable people are not usually perfectionists. Perfection is an impossible standard that often cannot be achieved. So if you always want to be great, you will always be disappointed, and that leads to you giving up.

Instead of setting high goals for yourself, look for “almost perfect” things. Always make room for a few small mistakes. As Duckworth shows in his research, people who use failure as an opportunity to learn and grow perform better in the long run.

TED Talk About stability

In 2013, Duckworth had a TED Talk about his research on stability. His speech is about 6 minutes long. The summary of this speech is as follows:

The difference between strong and weak students caught Duckworth as a math teacher at a New York City public school. His top students did not necessarily have high IQs, although smart kids did not always score well.

He begins to wonder if IQ really has an impact on success. After becoming a psychologist, Duckworth studied a variety of people, including salespeople and new teachers, and realized that stability was the key to success.

– Duckworth finds that steady kids have a better chance of succeeding. He says there is still a long way to go to understand stability, but the best he has ever heard is the “growth mindset.”

Growth mindset

According to Stanford University psychologist Carol Dweck, there are two basic types of mindsets. If you have a consistent mindset, you basically believe that your personality, intelligence and creativity cannot be changed and that success depends on your inner talents. If you have a growing mindset, you believe that your traits will change over time and failure will help you learn and progress.

If you believe you can strengthen your abilities, the results will be very different. Then you do not have to worry about making mistakes or failing, because you know that these things do not affect you. That means you have a better chance of taking risks and putting pressure on yourself.

This theorem is quite consistent with stability. Stability helps you to stay on track if you fail. With that in mind, how can you grow mentally, and eventually stabilize?

See how you look at failure? When sabotaging, do not think that all your efforts are in vain. Instead, think of these as actions that you must take on a regular basis. Will you act differently next time? Do you have a chance to practice? Were you able to gain anything from this failure, even if it was not the end result of that success?

You may not be able to change your mind overnight, but if you constantly try to behave properly in the face of these conditions, you will definitely get results in the long run.

Examples of stability

Still do not know what stability is? Duckworth gives many examples in his book Stability: The Power of Passion and Perseverance. According to him, Will Shortz, editor of the New York Times chart, is a good example of enthusiasm: “The interesting thing about all aspiring people is that they love what they do and that They continue to make love. That is, they do not just love it for a week or two. “Shortz still loves tables, even though he has been working with them since he was eight years old.”

Amazon CEO Jeff Bezos, the world’s second richest man, shows how steadfast people look at failure. He is a proponent of risk-taking. Bezos believes that 9 out of 10 attempts lead to failure. But for the last time, you will succeed in compensating for all the failures: “If there is only a 10% chance of success out of every 100 payments, you have to accept it every time.”

Daniel Ruettiger, also known as Rudy, is a role model. Rudy was the son of an Irish miner. His father loved watching Notre Dame football games, so Rudi grew up dreaming of joining Notre Dame and playing on the university team.

He was a talented athlete in high school, but he was only 1 meter and 68 centimeters tall and weighed only 74 kilograms. Rudy tried to move to Notre Dame for three consecutive semesters. But it was not accepted every time because of his low height and weight. He was eventually hired as Notre Dame’s land manager. Then he applied again and this time he was accepted. His golden age began when he was able to knock the opponent’s attacking player to the ground, so he left the field on the shoulders of his teammates.

How to have a culture of stability?

As a leader, you need to determine the behavior of your team, department or company. Duckworth has some tips for leaders who want to reap the benefits of a culture of stability.

First of all, you need to change your reaction to failure. Instead of hiding mistakes or looking at them negatively, use them as an opportunity to learn. For example, if you make a mistake, bring it up in your meetings and see what you have learned from this experience and how you can use it in future decisions. Ask your salespeople to do the same.

You may even be able to institutionalize failure. The Seattle Seahawks have created a weekly tradition with the slogan “Tell the truth on Mondays” so people can talk about their mistakes. When you confess your mistakes out loud to others, you may not repeat them again. You try to have such a thing in your team.

Second, be a steadfast leader. Your salespeople, whether consciously or unconsciously, set you up as their role model. Be persistent, persistent and steadfast.

“The core of stability is sticking to your job, which is exactly the opposite of giving up,” says Duckworth. This is important for two reasons. One is the strength of your efforts: even if things do not go well, you have to keep trying. “Part of the stability of your endurance in the face of problems and difficulties, but endurance in the face of ordinary things such as waking up at 4:30 in the morning and sitting at the computer and working is also part of this issue.” If you align yourself with high standards, your team will be motivated to follow suit.

Third, be strict but kind. Duckworth says the best combination is to be tough but supportive. If your salesperson has done well enough but no longer goes beyond the ordinary, it is best to listen to her calls. Maybe something has caused the customer not to spend as much time as he should and not to discover their main interests. In this case, you can talk to him and while expressing satisfaction with his good performance, encourage him to try harder and push him to improve with a few special offers.

I believe that the sales world has more steady people than almost any other job. This is a challenging and reckless job, only with enthusiasm and perseverance can you become a successful salesperson.

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