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Self-Confidence and Independence

The qualities of self-confidence and independence are qualities that successful salespeople must possess. As you look at the nature of sales, self-confidence and independence are a must. And every salesperson should possess these qualities in great measure.

Unlike other employees, salespeople have the difficult task of convincing others to buy the products they are selling. The confidence they possess has a direct relationship with the way the prospective customer views his product. Not only must the sales person possess the confidence in his ability to actually sell the product, but must also possess the confidence in the product he’s selling.

Gather information on potential sales opportunities

 Before you make contact with your prospect, gather as much information about the sales potential as possible. This is called the Pre-Approach. The salesman conducts primary research to gain as much information about the prospect.

What prospect information do salespeople need to prepare for a sale? Some information comes from external sources gathered about the client. Most people will find just about everything they need to know about a company from the Internet. Look for the following information about the prospect:

• Website

• Company’s mission statement

• Number of employees

• Partners and vendors

• Products and services

• Any challenges the company is facing

This information can be very helpful in the pre-sales call planning process.

The process of selling may seem foreign to some because they have never held an “official” sales position. Others cringe at the thought of going from door to door, product in hand, to convince your neighbors that your product is the best in the world. If you ask most people if they like to sell, and you will probably hear the response, “I would rather do anything than sell”.

You’re driving down the interstate going 15 miles over the speed limit, when you look in your rear view mirror and notice the flashing lights of a State Patrol officer, your heart begins to inform you that you may be in trouble. The officer slowly walks up to the car, asks for you driver’s license and proof of insurance. The officer says, “We’re stopping you because we noticed that you were going a little fast. Are you in a hurry?”