How often have you heard salespeople talk about another sales person who always seems to be so lucky? They always seem to be in the right place at the right time. Prospect's love them, and they always walk away with an order. They're professionals.
What does it take for you to be lucky in sales too? Actually, it's really quite simple, just three little things that any of you can do. First, you need to know and use the right sales techniques, ones that get the prospect opening up and sharing their problems with you. Second, you need to know what behaviors will produce the results you want, and then doing those behaviors each and every day, religiously. And third, you need to have the right attitude about your profession, your company, the economy, your products and services and especially about yourself.
But, down deep, you know it's not about luck. If you have and use the right behaviors, attitudes and techniques you too will be a professional, and professionals always make their own luck.
How to be Lucky in Sales - To learn more about this author, visit Michael Luckman's Website.
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Michael Luckman
(Visit Michael's Website)
Michael has been involved in sales,
marketing and sales training for over 39
years, with companies such as Milton
Bradley, Playskool, Gund and for many
years his own award winning sales and
marketing firm, Michael Luckman and
Associates. His experience runs the gamut
from consumer product sales to national
retail chains, on up to seven-figure
management consulting projects to the
Global 1000. In 1975, as Director of
Marketing for National Semiconductor, he
brought to market the first electronic
toy, the “Quiz Kid,” creating not only
that years #1 toy, but an entirely new
industry.
Early in his career Michael was a senior
buyer for Toys R Us. It was in this
capacity that he realized that not all
sales people were created equal. The truly
professional had a system that they
followed to control the selling process.
The majority though, had no system, and
soon defaulted to the buyers, and dropping
the price was always a part of that
system. When he went back into sales he
vowed to be a professional, but it wasn’t
until he discovered the Sandler Sales
Institute and its non-traditional sales
methodologies, that he realized what a
truly professional sales system looked
like.
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