This document discusses the qualities of top salespeople. It argues that personal salesmanship, or how one presents themselves as a human being, is essential to success. The key qualities that lead to an optimistic attitude and sales success are: 1. Being ambitious, courageous, and committed. 2. Seeing oneself as a consultant rather than just a salesperson. 3. Being well-prepared through research, goal-setting, and analysis of past interactions.

1. PRODUCTS
SERVICES
OR
BOTH
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2. I don’t care what career path you are on. The reality
is that you must sell yourself before you sell your
skills.
I am talking about your “persona”---about how
others see you as a human being.
I choose to call it “personal salesmanship”.
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3. 1. They sell the product people want.
1. They convince people they want
the product they have to sell.
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4.  80% of Sales success is
psychological.
 Top salespeople are OPTIMISTS.
 They have a positive mental attitude.
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5.  Optimism is a result,
or effect, of the
seven key qualities
of top sales people
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6. 1. They are
ambitious.
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7.  A strong desire to
gain a particular
objective;
specifically, the
drive to succeed or
to gain fame, power
wealth, etc.
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8.  They are ambitious.
 They are courageous.
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9. Everyone is afraid.
The best salespeople
do it anyway! Ask
for the sale…
The top people
confront their
fears.
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10. 1. They are
ambitious.
2. They are
courageous.
3. They are
committed.
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11.  Caring is the key element in successful selling.
 Selling has often been defined as a “transfer of
enthusiasm”.
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12. 1. They are ambitious.
2. They are courageous.
3. They are committed.
4. They see themselves more as consultants than
as salespeople.
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13.  People accept you at the way you present
yourself.
 Act like a consultant in everything you do and say.
 What does a consultant do?
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14.  1% Die
 3% Move Away
 5% Seek alternatives
 9% Go to the competition
 14% Dissatisfied with product/service
 68% Upset with the treatment they
receive from Salesperson
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Beyond Customer Service, 1992.
100%

15. 1. They are ambitious.
2. They are courageous.
3. They are committed.
4. They see themselves more as consultants than
as salespeople.
5. They are prepared.
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16. 1. Pre-call research – do your homework-
mentally prepare.
1. Pre-call objectives – what are your goals?
Starting out? Break it down.
1. Post-call analysis – write down every detail. When
to re-contact.
Think what other approach could be used to advance
your prospect of success.
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17. 1. They are ambitious.
2. They are courageous.
3. They are committed.
4. They see themselves more as consultants than
as salespeople.
5. They are prepared.
6. They engage in continuous learning.
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18.  Read one hour in
selling each day.
 Listen to audio
tapes in your car.
 Take all the training
you can get.
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19. 1. Be ambitious.
2. Be courageous.
3. Be committed
4. Be professional.
5. Be prepared.
6. Engage in continuous learning.
7. Be responsible.
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20. 20
Hooray! I Made the Sale!

21. YOU ARE
SELLING
YOURSELF!!!
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