How can the best salespeople often close sales in even the most hopeless times and territories? What’s their secret? Four special qualities combine to turn the average salesperson into a rainmaker – a salesperson who can make the sales rain down regardless of territory or economic circumstance. These characteristics – optimism, ego, goals and empathy – can help increase your sales too. If you have them you probably also have what it takes to make sales happen anytime, anywhere.

Optimism

You may be familiar with the old story of the New England shoe manufacturer. In an effort to expand his business, he sent one of his sons to Africa and the other to India. He quickly received a telegram from each. One read, “No one in Africa wears shoes. Returning immediately.” The other read, “No one in India has shoes. Send stock immediately.” Which son would you guess had the most success potential?

Optimism not only has the power to keep you looking up when the chips are down, in this case it altered the salesperson’s perspective so that instead of seeing no market for shoes, he saw a golden opportunity to expand his father’s business. Optimists see hope where others see gloom. The optimist’s cloud always has a silver lining – a point of view that helps keep their pockets lined with silver (or green!). The next time things don’t seem to be going your way, try looking at your circumstances from a positive slant, and find a way to take advantage of what you thought was your misfortune.

Ego

Before you attach any negative connotations to the word “ego,” think of what your pride can do for your sales. Rainmakers have too much pride to accept being defeated or outsold by anyone. They believe that there’s nothing they can’t do. Consider one of Susan Perry’s memorable sales.

An extremely self-confident salesperson, Susan found out that one of her prospects – a large law firm – had decided to order from a competitor. As she tried to recover from her shock, several members of the buying committee reassured her that their decision was no reflection on her personally. She looked at them and in a broken voice replied that she’d never lost a prospect to this competitor.

“Gentlemen,” she said, “I would never challenge your decision. I know that you have analyzed the question thoroughly and made the best decision you could. But before we leave, will you please tell me what was the real difference for you between their proposal and ours?” Thirty minutes later Susan had the order. When a companion asked if she was okay, she smiled and said she’d never felt better, and that she’d have jumped out the window before leaving without the order. Her ego wouldn’t let her give up, and she knew that buying from her was the best decision the law firm could make – for both of them. Thanks to her pride, Susan closed a sale and prevented her client from making a decision Susan knew could hurt their business.

Financial Goals

Financial goals can help seal the rainmaker’s success. All rainmakers are motivated by something tangible – a carrot that keeps them moving on to the next sale. I know a very successful commercial real estate agent driven by monetary security. She is ethical and not blinded by greed, but simply insists that as a single mother she has to make $100,000 a year to support and educate her children. She says that just because she’s raising her children alone doesn’t mean she can’t provide them with a new family car, a comfortable home, quality schools and memorable summer vacations. Her goal is actually unselfish, but it drives her to sell much more than enough to meet her family’s needs. Ambitious financial goals may be an unappealing quality outside the selling profession, but for ethical salespeople it can make the difference between real persistence and mere existence. Think of something you really want – for yourself or someone else – and make up your mind to get it. Motivate yourself with a photograph of the item or of the person who’ll get it when your efforts pay off.

Empathy

Rainmakers believe that you should walk a mile in someone else’s shoes before you judge them. They understand the pressures on the buyer, and that their prospects’ jobs may rest on their ability to make wise buying decisions. Rainmakers are willing to help their prospects and customers make the right decisions even when it means they must sacrifice a sale. Buyers make decisions based on how they feel about the salesperson and product, not on how the salesperson feels, so it only makes sense to sell with empathy. Analyze your prospects’ needs and feelings, and what impact your product will have on them. Once you understand the implications of a buying decision from your prospects’ perspective, you can address their concerns more effectively.

Great salespeople often become great not because of any tangible or measurable quality or skill, but because of their attitude and approach to selling. Most of us have great success potential, but aren’t sure what qualities we’re missing in our quest for success. If you aspire to rainmaker status, work to develop those qualities that will help ensure that you’ve seen your last selling drought.