Selling is a job, just like any other profession, no matter the product or service you are selling, it is a job just like any other. It is no more glamorous or exciting than any other 9-5 job. Having said that; being in sales does give you the opportunity to write your own paycheck and earn incentives; but don't be fooled, it takes hard work and dedication to be a good salesperson.

There are those individuals with natural talent and the ability to sell "ice to an Eskimo", but they are few and far in between and not unbeatable. Should you be one of those fortunate enough to be considered a ''natural", all you have is a head start and you will not remain ahead of the pack unless you learn your craft. Yes, there are certain characteristics that helps you in a sales environment, but like any other profession it can be taught. There is no substitute for dedication and the will to succeed. Here are some suggestions that may help you on your road to that sought after "salesman of the year" trophy.

1. Discipline

A number of sales positions allow for a certain degree of latitude where time is concerned. You do not have to clock in and may even be able to go home early, and possibly not even have to swing by the office. Resist the temptation to abuse this privilege. Be disciplined in your working hours and do not allow family and friends to take advantage of your time. Make sure that you are on time and do not get a reputation for being late. Customers will appreciate you respecting their time and all it takes is solid planning and the ability to say "no".

2. Knowledge

Knowledge is power. Make sure that you know your company history and products. Study the industry you are in and keep abreast of new developments. Know your competitor and his products, so that you can use this knowledge to better position your product. Have a healthy general knowledge as this will help you in your relationship with your clients. Don't be a "know it all", just well read. Last, but not the least, know your customer, his needs, his business, his likes and dislikes and who he is.

3. Grooming

Be neat on your person and dress appropriately. Wear a suit and tie when going to see a merchant banker and a jean and t-shirt when visiting the local farmer, but however you are dressed ensure that you are neat and well groomed. There is no substitute for taking pride in the way you look. Don't be image conscious, be yourself, but dress according to your industry and just a

• 1
• 2
• next page >>

---

Add your voice

Know something about How to be a top salesperson?
We want to hear your view. Write now!