What makes a successful salesperson? At the most basic level, the attribute that all successful people share is self-discipline. It is their self-discipline that allows them to keep the commitments they make to themselves. Successful people know that their good intentions don’t add up to a hill of beans. Actions make the difference in their results.
You’ve heard it before, but it bears repeating: Successful people do what unsuccessful people aren’t willing to do. (Note: It’s not that unsuccessful people are unable, but they are unwilling.) When it comes to success in sales, the following five areas require a thoughtful, disciplined approach.
2. The discipline of nurturing. Your dream clients already have a supplier, maybe even a partner. Ignoring and neglecting your dream clients doesn’t do anything to move you closer to the relationships you need. The discipline of nurturing is what eventually opens up the relationships that open up the opportunities. Your effort to create value for your dream clients—without demanding anything in return—is what will eventually bear fruit, but only if you exercise the self-discipline to create and share with them your ideas and solutions.
Who you are as a professional salesperson is visible in your client list. If you want to add marquee clients to that list, you have to have the discipline of nurturing.
The discipline of following up is more than just sending the email you promised to send. It’s also the discipline of doing high-quality follow-up work. You make it easier for your client to say “yes” when you observe the discipline of following up, keeping your word and doing quality work. Practice the discipline of follow up, and you’ll be someone who can always be counted on.
Practice the discipline of improvement and bring clients ideas that help create new value.
The self-discipline of personal development begins with your ability to eliminate distractions. Instead of filling downtime with distractions and novelties, you have to use some of that time to improve yourself through reading, studying, taking classes or attending action-oriented webinars. You have to invest both time and money in improving the only real asset you will ever have: you! Practice the discipline of personal development and continue to grow so you can make a greater contribution.
Spend some time each day practicing self-discipline, and before you know it, it will be second nature and you will have joined the ranks of the truly successful.
Sign up for The Lead and get a new tip in your inbox every day! More tips:
- 5 Habits of a Top Salesperson
- Survival of the Fittest (Salespeople)
- Following Up: Are You Doing It Wrong?
Anthony Iannarino is the managing director of B2B Sales Coach & Consultancy, a boutique sales coaching and consulting company, and an adjunct faculty member at Capital University’s School of Management and Leadership. For more information, go http://thesalesblog.com/s-anthony-iannarino/