Being Nice vs. Getting Results

I think that this is a great post.

I think there is a difference between nice and being sincere. Those who succeed, I think are more sincere - they are believable. Think about it, being nice is something that can be faked so easily by a skilled salesperson, being sincere is something that go beyonds it.

When a CEO asks their assistant about a sales person, do you think they are wise enough to tell the difference? I say yes.

Now, if you put an aggresive sales person - we all know the one who has the hand on the shoulder guiding the customer where they should be - around a truely sincere salesperson, they become nervous and worried. Sincerity is a trait that is sensed.

I will post more later, I want to see what your thoughts are about this.

Quote:

Originally Posted by LaureMac

I love this insight. Very true. Being liked is a great key to success in sales. However, being RESPECTED ranks equal to or even above. As a female in a male dominated business, I think it's especially important to be respected for your abilities. Sales is a time investment . . . . the longer you're in it, the better you do IFyou're in it for the long term. I have also found that when you stand up for yourself and your product, and people know they can't walk all over you~ sales INCREASE. Hey, let's face it . . . . do people want a NICE lawyer or a results oriented lawyer.

I agree, being respected is actually far more important to sales success than being thought of as nice or being liked.

In most sales situations, you can be nice and be respected.

Quote:

Originally Posted by BrandonH

The big difference between the "nice salespeople" who succeed vs. those who fail is this:

Those who succeed are focused on their goals and results, and treat people well along the way. Those who fail are often caught up in how they treat people, how they come across as treating people, and how much people like them, while the results are left hanging in the balance.

Wildly Successful salespeople have all three of the following qualities: Helpfulness, assertiveness, likability, and A burning desire to make sales happen (and eight other qualities as well). So, in my mind, being a top performer requires several qualities and it's not really an either/or issue, which is kind of what you're saying (I think).

Quote:

Originally Posted by Skip Anderson

Wildly Successful salespeople have all three of the following qualities: Helpfulness, assertiveness, likability, and A burning desire to make sales happen (and eight other qualities as well). So, in my mind, being a top performer requires several qualities and it's not really an either/or issue, which is kind of what you're saying (I think).

Skip,

I think what your saying is every top performer has a vareity of qualities like every well prepared dish has a variety of different spices. I guess that is why I had to take an art, foreign language, history and a variety of other classes in college in order to satisfy my basic requiments. Why don't you share you other 8 qualities with us?

Quote:

Originally Posted by Jorel

Skip,

I think what your saying is every top performer has a vareity of qualities like every well prepared dish has a variety of different spices. I guess that is why I had to take an art, foreign language, history and a variety of other classes in college in order to satisfy my basic requiments. Why don't you share you other 8 qualities with us?

Jorel,
Yes, a variety of qualities like a well prepared dish! That's a very good analogy.

Here are all twelve qualities of Wildly Successful Salespeople, at least in my thinking:
1. A Burning Desire to Make Sales Happen
2. Accountability
3. Assertiveness
4. Bouncebackability
5. Constantly Improving
6. Hard Working
7. Helpfulness
8. High energy, with focus
9. Likability
10. Perceptivenss, Skepticalness, & Wisdom (PSW)
11. Persuasiveness
12. Tenaciousness

The best to you!

Quote:

Originally Posted by Skip Anderson

Jorel,
Yes, a variety of qualities like a well prepared dish! That's a very good analogy.

Here are all twelve qualities of Wildly Successful Salespeople, at least in my thinking:
1. A Burning Desire to Make Sales Happen
2. Accountability
3. Assertiveness
4. Bouncebackability
5. Constantly Improving
6. Hard Working
7. Helpfulness
8. High energy, with focus
9. Likability
10. Perceptivenss, Skepticalness, & Wisdom (PSW)
11. Persuasiveness
12. Tenaciousness
The best to you!

How about adding the following?
Trustworthy
Courteous
Kind
Cheerful
Thrifty
Clean
Attractive
Referent
Perserverent
Intelligent
Quick Thinking
Articulate
Tall
Well Dressed
Persuasive
Humble
Wise

I'm not sure how carefully you looked over my list before you offered your opinion.

Persuasive and Wise were already in my list. Perserverent is on my list if you're willing to live with "Tenacious". Attractiveness could be considered part of likable, which is on my list. Attractiveness could be considered part of likable, which is on my list. Courteous, Kind, and cheerful can all be part of being likable; Likability is the core trait that's common to top performers.

The remainder of your list are not qualities that top sales performers have in common. There are many top sales performers who are not well dressed (being well dressed is not important in every type of selling). Also, being humble or articulate or intelligent or thrifty are not qualities that are shared by all top performers. Being tall is not a quality of all top sales performers. Referent is a word that isn't an adjective, so I'm not sure what you meant by that.

Quote:

Originally Posted by Skip Anderson

I'm not sure how carefully you looked over my list before you offered your opinion.

I was invited to a long lunch in the executive dining room at the headquarters of one of America's largest insurance companies. There were seven senior vice-presidents and me. They had all started as rookie agents and come up through the ranks.

At one point I asked them what qualities they required in new agents they hire. I took out a pad and wrote down everything they said as they all joined in to make a list.

When they were all through, I asked them each, one at a time, whether he met most of the qualities that I listed. Two of the seven said "Yes," and all the others agreed that it was only those two.

Could it be that there are other qualities, aptitudes, attitudes, character traits, and behavioral patterns that might be even more important?

Quote:

Originally Posted by JacquesWerth

When they were all through, I asked them each, one at a time, whether he met most of the qualities that I listed. Two of the seven said "Yes," and all the others agreed that it was only those two.

Sorry, Jacques, I'm not following you. Who is "he"?

You said, "And all the others agreed that it was only those two". Those two what? I'm not following.

Please clarify! Thanks!

Quote:

Originally Posted by Skip Anderson

Sorry, Jacques, I'm not following you. Who is "he"?

You said, "And all the others agreed that it was only those two". Those two what? I'm not following.

Please clarify! Thanks!

Sorry for the lack of clarity.
"He" is each of the vice presidents at that meeting.

"Those two," are the two (out of seven) vice presidents that did have the same qualities that they all agreed were necessary for new hires.

Being Nice vs. Getting Results

Self Improvement - Personal Development Forum