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Linda Heyse-Highland and Jennifer Savor, Founders of LinJen Promotions
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What Makes A Good Salesperson?

Are you a sales superstar? Do you hit your goals every month or every quarter? How would you describe your sales style?

This month we share some of these character traits of a sales superstar, revealed in an article by Harvey Mackay in the October issue of Promotional Consultant.

Hungry Fighter
If I had to name only three traits that make a great sales representative, they would be: hungry fighter, hungry fighter and hungry fighter. That's how much I think of this trait. Every good salesperson I've ever encountered is driven. They have a strong work ethic and a high energy level. They work harder and longer than their peers. When the economy is poor, they are still out there pounding the pavement, making calls.

High Integrity
I've always believed that telling the truth is the best policy. In business, especially today, it's a must. A few years back, the Forum Corporation in Boston studied 341 salespeople from 11 different companies in five different industries. Their purpose was to determine what separated the top producers from the average producers. When the study was finished, the results were startling. It was not skill, knowledge or charisma that divided the pack. The difference came down to one trait: honesty. When customers trust salespeople, they buy from them.

Positive Attitude
Your attitude, not your aptitude, will determine your altitude. Success is 90 percent mental. You can alter your life by altering your mind. In tough economies, it may not be your fault for being down, but it is certainly your fault for not getting up. You have to be a believer to be an achiever.

Authoritative
Strong sales reps know their products backward and forward. They also know their competitors' products and are prepared to point out the differences.

Prepared
I still remember the old Boy Scout motto, "Be prepared." Well, it's true. It takes a lot of unspectacular preparation to produce spectacular results.

Reputation
You can't buy a good reputation ... you must earn it. If you don't have a positive reputation, it will be difficult to be successful in whatever you do.

To learn seven more qualities of a sales superstar, click here to read the full article, "What Makes A Good Salesperson?"

Source: Promotional Consultant Today and Harvey Mackay, founder and chairman of the $100 million MackayMitchell Envelope Company. He has written six New York Times bestselling books, including the blockbuster "Swim with the Sharks Without Being Eaten Alive", and is a nationally syndicated weekly business columnist. His newest book, The Mackay MBA of Selling In The Real World, went on sale November 1, 2011.

Excerpted from The Mackay MBA of Selling in the Real World by Harvey Mackay by arrangement with Portfolio Penguin, a member of Penguin Group (USA), Inc., Copyright ©2011 by Harvey Mackay.



How can we help you succeed? Give us a call at 708.478.8222 or send us an email. We look forward to hearing from you!

Linda, Jennifer and the LinJen Team
708.478.8222