Seven Qualities of Top Sales People

1. 7 Qualities of
Top Sales People
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By
Luke Lonergan
Luke Lonergan

2. How many of you are planning a
career in sales (show of hands)?
ANYTHING LESS THEN A 100% SHOW OF HANDS IS NOT
ACCEPTABLE…
NOW WHY DO I SAY THAT?
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Luke Lonergan

3. We usually think of SELLING
PRODUCTS
SERVICES
OR
BOTH
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Luke Lonergan

4. But what about..
Selling
Yourself ?
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Luke Lonergan

5. Remember this truism…..
I don’t care what career path you are on. The reality
is that you must sell yourself before you sell your
skills.
I am talking about your “persona”---about how
others see you as a human being.
I choose to call it “personal salesmanship”.
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Luke Lonergan

6. Who would you hire?
Joe has a 4.0 g.p.a. Also, he is a “slug”.
He is slovenly—conceited—surly--doesn’t bathe too
frequently—has no friends---yet his grades are tops.
Bill has a 3.0 g.p.a. He is personable—well liked—
outgoing—a good listener—enjoys working with
others—and he bathes frequently.
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Luke Lonergan

7. ARE YOU……
BEGINNING
TO GET THE
MESSAGE ?
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Luke Lonergan

8. The video you are going to see……
is focused on those who are planning a career in
sales and what it takes to become a top
salesperson.
But following my own thesis----that we sell ourselves
before we sell our skills, I believe there is
something you can learn from this video even
though you’re not going into sales as we
traditionally think of “sales”.
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Luke Lonergan

9. Why are some salespeople so
successful?
20% of the salespeople make 80% of the
sales and 80% of the commissions
10% of salespeople open 80% of new
accounts (“hunters”)
The top 10% of sales professionals today
earn 5X, 10X, 15X and even 20X the
average of the other 80%-90%.
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10. Why are some salespeople so
successful ?
1. They sell the product people want.
2. They convince people they want
the product they have to sell.
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Luke Lonergan

11. Who do you think are the top earners in
the big name consulting firms?
Those with the 3.9 GPA’s?
OR
Those who bring in the most new
clients?
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Luke Lonergan

12. Why are some salespeople so
successful?
80% of Sales success is psychological.
Top salespeople are OPTIMISTS.
They have a positive mental attitude.
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Luke Lonergan

13. Optimism
Optimism is a result, or
effect, of the seven key
qualities of top sales
people.
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14. Seven Qualities of Top
Salespeople
1. They are
ambitious.
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Luke Lonergan

15. Ambition
A strong desire to gain
a particular objective;
specifically, the drive to
succeed or to gain
fame, power wealth,
etc.
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Luke Lonergan

16. Seven Qualities of Top Salespeople
 They are ambitious.
 They are courageous.
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17. Courage
Everyone is afraid.
The best salespeople do it
anyway! Ask for the
sale…
The top people confront
their fears.
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18. Seven Qualities of Top Salespeople
1. They are
ambitious.
2. They are
courageous.
3. They are
committed.
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19. Commitment….
Caring is the key element in successful
selling.
Selling has often been defined as a
“transfer of enthusiasm”.
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20. Law of
Correspondence
The more you believe
in what you sell, the
easier it is for you to
convince someone
else.
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Luke Lonergan

21. Seven Qualities of Top Salespeople
1. They are ambitious.
2. They are courageous.
3. They are committed.
4. They see themselves more as
consultants than as salespeople.
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Luke Lonergan

22. Consultant stance…
People accept you at the way you
present yourself.
Act like a consultant in everything you
do and say.
What does a consultant do ?
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23. Forbidden Phrases
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“WHY DO YOU
NEED TO KNOW?”
“NO.”
“YOU’RE WRONG.”
“WE’VE NEVER DONE
IT THAT WAY.”
“YOU’LL HAVE TO.”
“THAT’S NOT MY JOB.”
“THAT’S AGAINST
COMPANY POLICY.”
“I DON’T KNOW.”
Luke Lonergan

24. 24
What makes
people
remember?
Positive Associations
Love, , Table, Fork, Pen, Stream, Wisdom, Stream, Flower, Zulu, Ruler, Blue, Sheep, Me

25. Why Do Customers Stop
Being Customers?
 1% Die
 3% Move Away
 5% Seek alternatives
 9% Go to the competition
 14% Dissatisfied with
product/service
 68% Upset with the treatment
they receive
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100%
Luke Lonergan

26. Seven Qualities of Top Salespeople
1. They are ambitious.
2. They are courageous.
3. They are committed.
4. They see themselves more as consultants than as
salespeople.
5. They are prepared.
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Luke Lonergan

27. Three Keys to Preparation in
Selling
1. Pre-call research – do your homework-
mentally prepare.
1. Pre-call objectives – what are your goals?
Starting out? Break it down.
1. Post-call analysis – write down every detail. When to re-
contact.
Think what other approach could be used to advance your
prospect of success.
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Luke Lonergan

28. Seven Qualities of Top Salespeople
1. They are ambitious.
2. They are courageous.
3. They are committed.
4. They see themselves more as consultants than as
salespeople.
5. They are prepared.
6. They engage in continuous learning.
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29. Keys to Continuous Learning
Read one hour in selling
each day.
Listen to audio tapes in
your car.
Take all the training you
can get.
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Luke Lonergan

30. Seven Qualities of
Top Salespeople-summary
1. Be ambitious.
2. Be courageous.
3. Be committed
4. Be professional.
5. Be prepared.
6. Engage in continuous learning.
7. Be responsible.
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31. 31
Hooray! I Made the Sale!
Luke Lonergan

32. Just Remember…
YOU ARE
SELLING
YOURSELF!!!
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33. Evaluation Questions
Use:
A. Strongly agree
B. Agree
C. Disagree
D. Strongly disagree
E. Don’t know
1. I found the presentation of material easy to understand.
2. This Advantage session increased my knowledge on the subject presented.
3. I will be able to use some of the information from this Advantage session in the future.
4. The presenter was well prepared for this session.
5. This presentation should be repeated in future semesters.
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34. Thank You !!!
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