I’ve interviewed 300+ sales leaders over the past 3 years on my award-winning Sales Game Changers Podcast and webinars. There are many great lessons the leaders I’ve interviewed have shared over the years. We’ve discussed how to be successful in sales, strategic selling, consultative selling, inbound, and outbound. You name it, we have discussed it.
The most common trait, I’ve come to realize, is that they all are courageous.
Courage in sales happens in three situations. First, in the selling process; second, in how you are as a sales professional; and third, in how you treat others.
Examples of courage that will make you more successful in sales
In the selling process, being courageous can happen in numerous ways. It means asking for the next appointment. It could mean asking for a tougher territory. Many of the sales leaders I’ve met with took on the worst-performing territory they could get to prove themselves worthy.
It’s the courage to ask the customer to buy. There are so many times sales leaders have said that their people do not ask for the business when the customer is handing it right to them!
Secondly, there is a lot of courage in asking for help. Are you confident in asking your leader for some time to process why business is slowing. Do you have the courage to work on your presentation skills? There is a lot of power in having the courage to be a true sales professional.
Thirdly, do you have the courage to treat people as you would like them to treat you? Are you willing to be mentored? Are you willing to make a referral or a LinkedIn recommendation without being asked?
Take your sales career to the next level by making it a point to become a more courageous sales professional in the months ahead!