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More Sales With Good Habits

Review of 'The 25 Sales Habits of Highly Successful Salespeople'

Part II of a two-part series

May 19, 2005

By PAULA PARISOT


Humor, honesty and early starts are among the traits of successful salespeople discussed in MortgageDaily.com's review of The 25 Sales Habits of Highly Successful Salespeople, which says successful salespeople display certain behaviors that are intrinsic to a prosperous sales career.

The book's author, Stephan Schiffman, a noted sales trainer and president of DEI Management Group, outlined 25 common denominators found in successful salespeople. The first 12 habits, discussed in part one of our series, dealt mainly with the steps to take when beginning the sales cycle with a prospective client while the next set of habits lean towards the salesperson's focus on him or herself.

buy 25 Habits of Successful Salespeople
The 13th habit on the list is "Showing enthusiasm." Schiffman suggests that "enthusiasm is essential to good salesmanship," and advises that it be used sparingly in the beginning of the meeting, letting it build as information is exchanged.

The book says habit number 14 is "Giving yourself appropriate credit," when meeting with the client. 25 Sales Habits explains when exhibiting this habit, one must be humble yet let the client know that "here's a person who can get things done."

Habit number 15 is "Telling the truth." Schiffman states that successful salespeople are relationship-oriented; that they build relationships on honesty and trust, not on what the client might want to hear. "Don't risk it," he says. "Tell the truth; it's easier to remember."

Because a positive attitude and self-belief are important for a prosperous sales career, Schiffman says habit number 16 is "Selling yourself on yourself." He suggests a few habits to follow to keep a positive attitude such as; not listening to depressing radio news during the morning commute. Instead, he advises listening to motivational audio tapes. Other ideas he offers include; writing down specific goals and rewards, finding someone to partner with for positive reinforcement, remembering to take breaks and head outside, leaving oneself positive notes of achievement, and keeping things in perspective.

Number 17 on the list of 25 is "Starting early." Schiffman notes that there are many benefits to beginning the day early including; getting organized before the day begins, an easier commute, and it allows for "you time" before the busy day gets started.

Knowledge of the business where one works is imperative to success. The book states that habit number 18 is "reading industry publications (yours and your clients)." The author notes that it gives "you a winning edge" and points out that it is much more interesting to talk to a client about its recent news than the décor of his office.

Habit number 19 reminds to follow-up meetings by "supporting your visit the next day." This could be by letter or phone call.

The 20th habit of successful salespeople, the book says, is "giving speeches to businesses and civic groups." Studies have shown that on average one out of ten audience members will solicit the speaker for further information on their product or service, the book notes.

Number 21 states that a successful salesperson would develop a habit of "passing along opportunity when appropriate." After all, like the book says, "What goes around, comes around."

Habit number 22 is "taking responsibility for presentations that go haywire." For example, Schiffman says, if a meeting doesn't result in a positive outcome ask the prospect what it is that "you" did wrong. This would open up further dialogue that could lead to overcoming whatever objective the prospective client might have.

Back to truth, the 23rd habit is about "being honest with yourself about the nature of the firm you work for." Schiffman says it's important to sell for a company that meets personal values and standards.

Habit number 24 is about making networking work for the successful salesperson by "telling everyone you meet who you work for and what you sell."

And habit number 25 is about "keeping your sense of humor." Schiffman points out that successful salespeople remember to laugh a lot, which helps maintain a good self-image. "Lighten up and win!" he concludes. "And remember: success couldn't happen to a nicer person."


PART I

Habits of Successful Salespeople
Highly successful salespeople share 25 sales habits, according to a sales training expert who has outlined his ideas in a book.
read mortgage industry news article


Paula Parisot is a freelance writer for MortgageDaily.com. In addition to 4 years' journalism experience at other news publications, Paula has worked in the mortgage industry. Email Paula at: [email protected]


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Read about books reviewed by MortgageDaily.com reporters. Book subjects include mortgage banking, loan originating and selling.




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