The word "fanatic" caught my eye in a book I'm currently reading, and I instantly thought about salespeople who are fanatics. During my career as a sales trainer and keynote speaker, I have encountered many fanatical salespeople.
Here are seven clues you might be a sales fanatic.
- Preparation. Fanatical salespeople don't leave their sales calls or meetings to chance. They invest time in properly preparing. They do the necessary research before their face-to-face meetings. They plan their openings. They anticipate objections and plan appropriate responses. In short, they never, ever wing it!
- Attention to detail. Sales fanatics make sure they spell names correctly. They double-check their work. They review their emails before pressing "send." They make sure they have all the necessary items required to deliver great sales presentations. And, they seldom forget to follow up or follow through after initial appointments.
- Continual learning. The sales fanatics I have met tend to be lifelong learners. I was recently speaking to someone who has been selling for more than 30 years. He still reads sales books and considers how he can improve his approach.
- Attentive listening. Sales fanatics know that sales aren't closed when their mouths are open, so they listen intently to their prospects and customers. They ask tough, penetrating questions and listen for unspoken clues and messages. And when they hear something that doesn't make sense or that needs clarification, they ask more questions and listen carefully.
- No shortcuts. Sales fanatics avoid trying to shortcut the sales process, because they know that each sales conversation moves at its own pace and that taking shortcuts or trying to rush the process will prevent them from developing a high level of trust with their prospects.
- Energy and enthusiasm. Sales fanatics possess a powerful sense of energy. This doesn't mean they run from appointment to appointment or jiggle their knee up and down during a meeting. Their energy shows through in their actions and their passion as they discuss possible solutions with their prospects.
- Productivity. Sales fanatics are easy to spot because they don't waste time standing around the water cooler talking about the economy, their "unrealistic" sales targets or the big deal that got away. Instead, they make the most of their time and keep productive all day.
So, are you a sales fanatic?
