How To Create Sales Success

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SALESIf you have the world’s best sales process, technology, worksheets, playbooks, sales scripts, and marketing collateral, you will still fail if you don’t have the emotional strength it takes to sell.

A while back, I had a conversation with Jeff Keller, author of the bestseller Attitude Is Everything. He described the seven emotions that top salespeople must cultivate, which I’ve presented here as a set of daily promises:

1. I will be patient.

Customers make decisions at their own speed. Pushing customers to buy is like pulling on seedlings to make them grow. While I am always ready to help a customer, I refuse to become frustrated when they don’t buy as quickly as I’d like.

2. I will be committed.

Customers respect that I’m willing to do whatever it takes (legally and ethically) to make both my customers and myself successful. I will follow through on every commitment I make, large or small. I will not give up until it’s clear that I cannot help my customer.

3. I will be enthusiastic.

Because enthusiasm is contagious, I will be enthusiastic about myself, my firm, my product, and my customers. To remain enthusiastic I will draw on my desire to help people improve their lives and thereby create greater wealth and success for everyone.

4. I will be curious.

Selling means being alive to the mysteries and puzzles of life. Every customer and every situation is different and has something important to teach me. I will keep my ears and eyes open to any knowledge that can help me better serve my customers.

Read more at INC.