21 Core Competencies
Of Successful Sales People
1. Has Written Goals
- Is committed to them.
- Has internalized them.
2. Follows Written Goals Plan
- Knows what must be done and why.
- Has developed action plans.
- Follows action plan.
- Has determined possible obstacles.
- Has a plan to deal with the obstacles.
- Has check points.
- Debriefs daily.
3. Has Positive Attitude
- About self.
- About company.
- About marketplace.
- About learning.
- About growing.
- About value of what they have to offer.
- About value of what company has to offer.
4. Takes Responsibility
- Doesn't externalize (doesn't blame others, company, prospect, their past, etc.).
- Knows it's up to them.
- Knows the only things they can control are their activity and behavior.
- It's OK to fail.
- Doesn't play psychological games like: if it weren't for you, ain't it awful, yes but, kick me etc...
- Does the behavior they need to do at the appropriate times.
- Learns from inappropriate behavior.
- Accepts challenges.
- Doesn't rationalize
5. Strong Self Confidence
- High self image.
- Is not affected by what others think.
- Understands that getting a "no" is a good thing.
- Doesn't take a "no" as failure.
- Learns from each behavior they perform.
- Realizes that there is a lot to learn and it's ok not to be perfect.
- Understands that "role" failure is a way to grow and does not affect how they should feel about themselves.
6. Supportive Beliefs
- OK to hear "no".
- OK to "fail."
- OK not to get approval.
- OK if I upset someone.
- Calls at the right levels.
- Knows she/he has "rights".
- Has a self-image of 10 (on a scale of 1-10).
7. Controls Emotions
- Is not lost for words.
- Doesn't take things personally.
- Knows what to say or do at the appropriate time.
- Is a "third party" at the event.
- Is prepared for whatever the prospect does.
- Doesn't panic.
- Doesn't become excitable.
- Doesn't strategize "on the fly."
- Stays in the moment.
- Doesn't over-analyze.
8. Doesn't Need Approval
- Will ask the tough questions.
- Will go for "no."
- Will bring things to closure.
- Won't accept "wishy washy" statements.
- Will confront.
- Gets good "up-front contracts."
- Gets "personal needs" met outside sales.
- Deals with stalls and put-offs.
9. Recovers From Rejection
- Doesn't affect their self-image.
- OK with "no."
- Understands that they aren't being rejected personally.
- Willing to put themselves in "high risk" scenarios.
- Puts last episode quickly behind them.
- Probes for alternatives.
- Offers options.
10. Comfortable Talking About Money
- Able to bring it up in interview.
- Brings it up at the proper time.
- Knows what prospect will invest before they present solution.
- Knows and believes how important margins and profitability are for an account.
11. Supportive Buy Cycle
- Makes quick decisions about personal purchases when they find what they want.
- Establishes goals for what they want.
- Doesn't care much about price when they buy.
- For a major purchase (other than a car) they usually shop only one store.
- A major purchase is usually over $1,000.
- Usually doesn't do research for a major purchase.
- A major purchase usually takes less than a day.
12. Consistent, Effective Prospecting
- Knows how many calls they have to make daily.
- Makes the agreed upon calls.
- Is on track with number of calls.
- Debriefs calls daily.
- Learns "lessons" from each call.
- Is proactive at getting referrals (has a plan).
13. Reaches Decision Maker
- Goes for the top.
- Gets past gatekeeper.
- Able to talk the decision maker's language.
- Is comfortable talking to tough decision-makers.
- Is not intimidated by them.
- Gets their attention.
- Get appointments.
14. Effective Listening / Questioning
- Helps prospect do the talking.
- Knows what questions to ask.
- Asks lots of "How" and "Why" questions.
- Knows why they are asking them.
- Knows the "pains" your company can solve.
- Doesn't get emotionally involved.
15. Early Bonding & Rapport
- Helps prospect to relax.
- Gains comfort level.
- They are relaxed themselves.
- Knows when they don't have rapport.
- Shares with prospects when they sense that they might be uncomfortable.
- Deals with problems up-front.
- Establishes good "up-front contracts."
- Displays sincerity, believability, warmth and trust.
16. Uncovering Actual Budgets
- Is able to establish what prospect has in the budget.
- Helps prospect discover what they are willing to invest.
- Is able to help prospect quantify their "pains".
- Helps prospect find the money if they don't have it.
- Helps prospect gain conviction that they must spend it or close the file.
- Is creative in helping prospect overcome their concerns about investing what it will take.
- Is firm when it comes to money.
- Sells vs. Negotiating.
17. Discovering Why Prospects Buy
- Has taken the company's capabilities and translated this information to questions that will elicit pain.
- They understand their prospects' business and the related pains.
- Has internalized the "pain finding" questions.
- Has internalized the "pain funnel" questions.
- Helps prospect discover their own "pain."
- Is not afraid to ask the tough questions.
- Doesn't solve problems before their time.
- Helps prospect to "own" their pain.
- Gets 3rd or 4th degree pain.
- Makes sure there are compelling reasons to buy.
- Gets prospect to quantify the pain.
- Will attempt to "close the file" if there is no pain.
- Gets to the business results and personal wins of the prospect.
- Doesn't do "dog and pony shows."
18. Qualifies Proposals & Quotes
- Knows when to bail out.
- Gets to all the key players.
- Knows decision criteria.
- Helps influence decision criteria.
- Knows where he/she stands all the way.
- Understands what it costs to play in the game.
- Asks the "right questions" before they complete the quote.
- Is willing to walk away.
- Knows decision making process.
- Knows for sure how well bases are covered with each buying influence.
- Knows the time line for decision.
- Knows the probability of sale.
- Knows the probability of your company getting the deal.
- Knows how they stand against the competition.
- Has inside "white knights" (coaches, champions) in all their accounts.
- Always knows what will happen next.
- Good "up-front" contracts.
- Deals with potential concerns, apprehensions and potential risks prospect may have.
- Has qualified for money.
- Doesn't have "happy ears."
19. Gets Commitments and Decisions
- Has good "Up-Front" contracts.
- Gets "yes" or "no" decisions.
- Doesn't "roll over" when they get a "no."
- Finds out the "conviction" level.
- Is willing to hear "no."
- Always knows what will happen next.
20. Strong Desire for Success
- Has goals.
- Is "money" motivated.
- Willing to take risks.
- Has the incentive to perform tasks that may be uncomfortable.
- Is self-motivated.
- Undying urge to become the best.
21. Commitment - Doing What It Takes for Success
- Is a winner.
- Does what non-winners won't do.
- Is willing to risk.
- Will put themselves in "high risk" situations
- Willing to force a "no" from the prospect.
- Unconditional even if: afraid, uncomfortable, or in disagreement over goal.