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Develop What it Takes

“It’s what we do regularly — every day, without fail — that determines what we gain or lose.” Coy Eklund DEVELOP WHAT IT TAKES “They’ve got what it takes!” How often have you heard successful performers described that way? How many times do you suppose...

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Agent Insights Blog

It’s what we do regularly — every day, without fail — that determines what we gain or lose.” Coy Eklund
DEVELOP WHAT IT TAKES
“They’ve got what it takes!”

How often have you heard successful performers described that way? How many times do you suppose that observation is being made by individuals who have not bothered to take the time to study “What It Takes” to be ranked as a star in selling?

Think of the exceptionally successful salespeople you know. You’ll discover, as we have, they possess most, if not all, of these seven characteristics:

• Intensely goal-oriented. Some call it vision. Others describe it as purpose, a definite chief aim or a mission statement. Regardless of what you call it, it’s important to have a thought-out dream reduced to writing. Building your dream carefully brings the future into the present so you can do something about it now.
• High level of energy. Most refer to this as the foundation of their competitive edge. They can start earlier and stay later than the competition.
• Mastery of sales lines. They are over-rehearsed. Consequently, they feel in control. The words they use are expressed as naturally as they breathe.
• Do not take “no” personally and allow it to make them feel inferior. They have high enough levels of confidence or self-esteem so that, although they may be disappointed, they are not devastated.
• Impeccably honest with self and customers. No matter what the temptation to short-cut might be, these people resisted and gained ongoing trust of customers.
• High levels of empathy. They have the ability to put themselves in their prospects’ shoes, imagine needs and respond appropriately. They make their recommendation their prospects’ idea.
• 100% accountable. Successful sales reps don’t blame the economy, the competition, or their company for dips in sales. Instead, the worse things become, the harder they work to turn things around.

How do you measure up? What should you be doing to develop what it takes? Go back and review the seven traits again. You’ll discover they are controllable. You can develop what it takes!


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