Are you a true salesperson or a lucky impostor?

I can recognise a salesperson from a mile away. I can also identify a true SALESPERSON from the same distance.

What’s the difference between a salesperson and a true SALESPERSON?

The former allows prospects to make a decision as to whether to buy. The latter refuses to accept “no” for an answer.

Clearly we cannot force people to buy what we’re offering, so what do I mean by this?

Simply put, the true SALESPERSON walks into every situation with a set of weapons far more powerful than an elevator speech or another tired PowerPoint presentation.

True salespeople walk in with; firstly, a conviction that what they are offering will add immensely to the prospect’s personal or business life.

Secondly, a belief that there is nothing better in the world the prospect can choose.

And lastly, an absolute determination to communicate — through education and brute force of personality — that they are dead right on points one and two

This all relates to the fact that positivity is contagious.

When salespeople attempt to sell their products or services, they may walk away empty-handed.

But when a superstar SALESPERSON strides in with an overwhelming sense of his mission and a focus on making the prospect see and experience the wisdom of what he’s offering, the prospect becomes a believer as well.

Think of the conversations you’ve had with people who are passionate about an idea, a destination or a device that is unfamiliar to you. Their passion passes through almost like osmosis.

Chances are high that you will become infatuated with the idea, the philosophy or the product the proselytiser is raving about. You’ll become a convert.

This is what the real art and science of true SALESMANSHIP is all about. It is not about getting “at bats” in front of customers and hoping to hit pay dirt with some.

It’s about being armed to the teeth for every selling opportunity;— not hoping to make a sale, but determined to enlist a convert.