Are You a Master Salesperson?

By Brian Azar

A master salesperson listens for…

  • Vision
  • Commitments
  • Accomplishments
  • Results to be produced
  • Means to produce those results
  • Communication skill
  • Problems
  • Condition of relationships

A master salesperson…

  • Coaches clients so that their visions and commitments are transformed into actions that produce breakthrough results.
  • Adds objectivity, clarity and expertise.
  • Sees what is working and what is missing, and communicates them.
  • Empowers clients to take greater risks.
  • Discovers with clients changes that are essential to produce breakthrough results.
  • Is a partner in the concerns that are relevant to the client. Asks the questions that are necessary to get the job done effectively.
  • Keeps speaking the vision and commitments of the client.

Vision is having a sense of what is possible. It is seeing what others don’t see. Those with similar vision are drawn together. Then something extraordinary happens.

Commitment is what transforms a promise into reality. It is the words that speak boldly of your intentions and the actions that speak louder than words. It is making the time when there is none, coming through time after time, year after year. Commitment is the stuff character is made of, the power to change in the face of things. It is the daily triumph of action over resignation.

Fourteen Ways to Become a Master Salesperson

  • Take control of the situation; don’t let it control your feelings or actions.
  • Set priorities; get your life in order.
  • Raise your self-esteem; define your good qualities and build on them.
  • Recognize when you’re on top; reward yourself for winning.
  • Become your own approver; stop looking for approval from outside yourself.
  • Learn to depend on your own efforts; don’t rely on your manager, customers or the economy to pull your sales out of a slump.
  • Know the difference between what you need and want; you need orders but want them to come easily.
  • Be assertive about how you feel; don’t be aggressive.
  • Finish each task as it comes up; don’t carry around unfinished business.
  • Have the courage to try hard; never fear a failure.
  • Use time as your ally; measure and manage it better.
  • Stop worrying about money; become more valuable and you’ll automatically earn more.
  • Don’t give up your dreams; dreams can have the most powerful motivational impact. Keep them in front of you and work toward them.
  • Think about the customer’s needs first; then you’ll be needed.