The Laws of Sales:

• Nothing happens until a sale is made.
• No product sells itself. Salespeople can book orders all day long for products that don’t exist, but no product has the ability to move itself.
• Orders fix everything:
  • You know what customers want- they ordered it.
  • You know what they are willing to pay- they ordered it.
  • You know if your salesperson is selling.
  • You can project your short-term cashflow.
• No one has 100% market share. There is room to grow.
• Only 5% of your customers will be “perfect”. The rest are customers that have to be managed.
• The customer is always right.
  Axiom I: Customers can walk on you, but they can’t stop and wipe their feet. If they don’t pay their bill- fire them. If they create an unprofitable relationship- fire them.
  Axiom II: The salesperson isn’t always wrong- but the customer doesn’t need to know this.
• You haven’t been in sales long enough until:
  • The slam-dunk deal falls apart in your face.
  • A huge deal falls in your lap.
  • They all even out in the long run.

 Successful Behavioral Attributes of Salespeople:

What characteristics make a successful salesperson?

• They are strategic thinkers- they see the Big Picture and connect all activity to the Big Picture. They know the object of the game.
• The self-discipline to get up and get out every day without adult supervision rain or shine.
• They make commitments- and honor those commitments by showing up on time and prepared for the call.
• The ability to manage time well.
• Effective communicator: The ability to send pertinent information to appropriate parties and to take the time to comprehend information received – especially during a sales call- and take appropriate action.
• Bounce-back capability: They get back up off the mat after getting knocked down.
• Driven to improve their skills by sharing best practices with other salespeople and by getting training/ education related to the sales profession.
• They don’t sacrifice integrity for greed.
• They don't have to be A+++ personalities to succeed in sales.