Developing
Sales Personality
A-STAR week 4
Become EXCELLENT in closing sales…
• In sales, personality is more important than
your product knowledge & sales skills.
• Have both, and you’ll definitely excel in sales.
• Your personality determines 80% of your sales
success. Thus, there are sales people who
can still achieve high sales volumes even in
highly competitive, expensive product in a
depressed market !
Be MENTALLY FIT…
Physical = proper diet + exercise
Fitness
Mental = proper mental diet + regular practice
Fitness
Mental Fitness gives you
 happiness, which result in
 self-confidence & self esteem, which result in
 higher sales, which eventually gives you
MORE HAPPINESS
“the more you like yourself,
the more you like others.
And the more, others will like you !”
Your JOB…
• Self-employed
(every morning : unemployed until sale)
• Your own boss
(take full responsibility activities & results)
• Your job is to sell the highest quality &
quantity of your services.
• Say ‘my company’, ‘my people’, ‘my
contact’…as if you own the company.
“the BIGGEST MISTAKE
is to ever think that
you work for anyone
but yourself !”
You are your OWN BOSS
As president of your own personal services
corporation, you are 100% in charge of
everything that happens to you business.
•
•
•
•
•
training & development.
continually upgrading skills.
sales & marketing.
production & quality control.
personal organization & efficiency.
You are a WINNER
Winners are solution oriented.
• continue trying new things.
• never consider the possibility of failure.
• accept responsibility for results of your
action.
You are a WINNER
Winners are prepared to
• Work hard
85% of millionaires attributed their success
to “hard, hard work”
• Don’t waste time.
• Above average ambition & desire.
• Burning commitment & intense hunger for
success.
• Belief in thyself & thy company & products.
“get rich slowly but surely”
… have patience, belief & foresight
Your KEY to Success
Love your products & be excited of what it
can do to improve life of customers.
1.
Admire successful people
- speak positively of them
- try emulate them
- program your subconscious mind to do & say
what they do & say
2.
Confidently ignore customer skepticism,
repeatedly until their resistance breakdown.
Your KEY to Success
3.
Change your thinking, change your life
- your outer world is a reflection of your inner self
4.
Feed your mind with Mental Protein
- each morning, get up 2 hours earlier
- instead of reading newspaper or listen to radio,
invest 30 – 60 minutes of reading something on
sales.
That’s about 1 sales book per week,
or 50 books per year - will definitely enable you
to move faster.
Your KEY to Success
5.
Audio learning
- listen to audio (sales) programs when driving.
- turn your car into mobile classrooms.
- it is a condensed knowledge, it creates the
right mental preparation when you meet your
prospect.
6.
Focus on improvement
- successful / fail sales – ask yourself what did
I do right / wrong & what would I do differently.
Your KEY to Success
7.
The right people
- choose your friends & associates
- get away from negative people
(complain & criticize)
“you cannot fly with the eagles
if you continue to scratch with the turkeys”
- Zig Ziglar
Your KEY to Success
8. Manage your TIME
- think of your income in terms of “hourly rate”
hourly rate = annual income goal
2000 hours
- the Law of Three
3 activities that pay 90% of your income
= prospecting + presenting + closing
“If you will be hard on yourself,
life will be easy on you.
But if you insist on being easy on yourself,
life is going to be hard on you”
Zig Ziglar
Time Management
• Simplest way, double your income by
doubling your prospecting, presenting &
closing activities.
• Plan the weeks each weekend, plan each
day the night (day) before.
• Eliminate time wasters.
Time Management
• Eliminate time wasters :
No. 1 Procrastination
“do it now, do it now” – trigger, motivates.
No 2 Don’t associate with people “who have
time” to waste with you
No 3 Poor preparation (Incomplete Sales)
require callbacks (missing forms, materials)
Time Management
• Eliminate time wasters :
No. 4 Inaccuracies
Incomplete information to make intelligent
presentation – wrong facts, figures (valuation)
No 5 Lack product knowledge
Ignorance of products & services, which can be
easily overcome
No 6 Unconfirmed appointments
Time Management
• Eliminate time wasters :
No 7 Overworked & Overtired
- in bed before 10pm & get 8 hours sleep (at least 5
days/week)
- eat right food – more fruits & vege, high protein
breakfast & plenty water
No 8 Lack of ambition, no future
- impossible to motivate
Action PLAN
100-call method
• Make 100 face-to-face calls in the
shortest period of time possible.
• Often cold-calling
• Focus on “telling them”, sharing about
your product or services (not selling, yet)
Action PLAN
100-call method
Results to expect :
1.You’ll learn more about how to sell your
product & services in that first 100
calls.
2. As you are not making any effort to
sell, you will start to make sales almost
without effort, confidence increase,
more calm, more comfortable.
Resolve today that
“I am amongst the
top 20% professional unit trust
consultant in Public Mutual Bhd.
I achieve this by
starting my business earlier, work
harder & longer…”
Break time