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Sales Warrior Lesson 28: Decision-Making CharacteristicsLet's look first at how these characteristics define you as a salesperson and the types of decisions you make. First, you have to be intelligent. This means knowing the competitive ground, that is, your marketplace. You must know your customers and their businesses. If you aren't knowledgeable in this area, no customer will follow you. Next, you must be honest. Honesty or trustworthiness is the quality that allows you to work with others. If you are not honest with your customers, they may follow you at first, but they will instantly stop following you. Next, you must be caring. Caring means that you are motivated by a shared mission. You must care about your customers' success. If you do not share their goals, you will eventually part ways. Next, you must be brave. Courage is the character trait needed to face the changes of climate and attitude. If you aren't courageous, you cannot see those changes as opportunities, which prevents you from advancing your position. Finally, you must disciplined. This is the characteristic that allows you to follow a process rigorously, in a consistent, dependable way. If you are reliable, customers will stay with you forever.
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Copyright 2005-2008 Science of Strategy Institute, Clearbridge Publishing, and Gary Gagliardi |
