The DNA of the Sales Champion

The DNA of the Champion Sales Professional-20 Competencies Explained

You've seen them. They create excellence for themselves and the companies they work for. You may even have them on your team. I am often asked what makes sales professionals successful versus those who may struggle. What does the sales "champion" think and ultimately do? What is in their selling "DNA"? Here are 20 areas in which top-rated, excellent sellers lead the pack and enjoy true success along the way:

1.    They have written goals: Fact: 3 to 5% of people actually write their goals. Imagine not having goals is the equivalent of shooting an arrow when there is no target to aim for. Champions strive for creating and monitoring their targets.

2.    They follow a plan: Fail to plan or plan to fail. From sales planning to account and territory planning, champions follow a strategic process while implementing deliberate and intentional tactics.

3.    Positive outlook: the difference of the “mindset of opportunity and abundance” versus “mindset of limitation.” Just take a look at the character “Eeyore” from Winnie the Pooh to learn more about the mindset of limitation. Negativity personified. Not the champion!

4.    They take responsibility: Champions avoid the “blame-game”, which, unfortunately afflicts too many people that tend to believe it’s everyone else’s fault. These folks typically own up to their own challenges, mistakes and demonstrate true maturity as professionals. They see themselves as "works in progress", always seeking to improve.

5.    Self-confident: They possess conviction in the way the think about their products, services and solutions, which leads to confidence. 

6.    Supportive beliefs: A typical human being has approximately 60,000 thoughts per day. Champions find ways to minimize self-limiting thoughts or what is called “head trash” limiting its effect on their mindset, while replacing those thoughts with more supportive beliefs.

7.    Controls emotions: They are able to keep their emotions in “check”, even when their prospect isn’t as accommodating as they would like. Calm. Cool. Collected. Adult to adult selling.

8.    Doesn't need approval: The majority of salespeople out in the world face this common issue. Whether aware or not, they seem to prefer the creation of a bond and relationship and to be liked and even loved by their prospect, even if there isn’t an opportunity to make the sale. Champions possess a higher level of control and close of a process, which is one of the natural antidotes for this issue.

9.    Recovers from rejection: Their mantra is “Some will, some won’t. So what? Someone’s waiting”. They don’t let it affect them personally. Champions realize and belief not everyone is qualified to be THEIR customer or client.

10. Comfortable with money: They aren’t as affected with talking about money as others. Whether growing up in a home where money was scarce, plentiful or impolite to discuss, their childhood money messages are intact and healthy.

11. Supportive buying process: Champion salespeople do not fall into the trap of assuming people might have to “think things over” before deciding because that is how they might make big decisions themselves. They are accommodating and are focused on determining the truth by asking the right questions.

12. Prospects consistently: They make it a standard practice to spend at least 50% of their time and energy on finding new opportunities and filling the pipeline. Not to be confused with insane, “over the top” high intensity new business development. Consistency is the key for the champion. Every day. Not meant to be the entire day, just a portion of it.

13. Reaches decision makers: They know how and when to reach those who possess power and influence over the buying opportunity. They prefer to be shunted down from the top leadership versus having to climb up when they approach an opportunity.

14. Effective questions/listening: They do more "selling" and less "telling". Following a similar process of what a medical professional would do with a patient, effective salespeople diagnose before prescribing. Their practice avoids sales "malpractice"!

15. Early bonding and rapport: Making a connection and creating trust isn’t as easy as most may believe. These people have an understanding of the rule that people buy from people who they like and who are like them. Champions understand what motivates people and adapts to their specific style.

16. Uncovers budgets: They are able to discuss investments and resources by asking great questions, leading to answers that provide a deeper understanding of the prospect. Again, they find the truth.

17. Discovers why people buy: The typical salesperson learns to demonstrate their knowledge base, how their product or service works, pricing, etc. The champion understands why there is a conversation in the first place and helps the prospect to discover for themselves. Their goal is to create self-discovery by their prospect about their own offerings.

18. Gets commitments: They constantly ask the question “what happens next?” when either beginning or ending a meeting or working their selling system. They are focused on a mutual level of commitment throughout the selling process.

19. Strong desire for success: There are three levels of people that are in sales (as in other professions as well). “Climbers”, “Campers” and “Parking Lot”. The mindset of “Parking Lot” (“Why bother calling them? It’s not going to work”) and the “Camper” (“I’ve done well enough. I am comfortable”) is different than the mindset and performance of the climber. Champions are tenacious, resilient, willing to take risks and have learned the art of failure. Truly successful.

20. Commitment: doing what they say they are going to do regardless of how they feel. Action oriented. They possess discipline, vitality and guts.