Successful Attributes of Titan Salespeople by Ron Karr What kinds of salespeople are Titan salespeople? Here are thirteen attributes Titan salespeople share. Attribute Number One: A Sense of Purpose Titan salespeople have a clear sense of purpose. They know why they do what they do all day long. What do you stand for? What exactly do you want to represent to the marketplace? Are you truly motivated to add value to your contact's day, quarter, year, and beyond -- or are you only interested in setting up short-term relationships -- one commission check at a time? Titans are different. They're not just ìout on a sales callî -- they're on a mission to add measurable value to the lives of the client Attribute Number Two: The Ability to Handle Rejection Titans know that taking rejection personally is hazardous to ones career.'No' is not a personal judgment, but is instead the answer of no risk. If someone says no, approach it positively. Every 'Yes' comes with a line of 'Nos' in front of it. Ask yourself ,"What can I do to increase the likelihood that this person will buy from me in the future?" Titans don't have time to obsess about 'no.' They make a good effort and don't give up after the first no. When it's clear that a sale isn't happening, they file the 'No' answers away and check in later. ìNoî really means 'not right now,' not ' no for the rest of your career.' Who knows what the situation will look like in a month or sixty days? Sometimes it's simply timing. Attribute Number Three: Strong Self-Esteem How much do you believe in yourself? How much do you believe in your ability to bring about positive results for your customers? Titan salespeople believe in themselves completely. They're not aggressive or overbearing. Salespeople who emerge as long-term resources, as opposed to ìships passing in the night,î are confident individuals who believe in what they can do -- and believe in the outcomes that they are promising their customers. Attribute Number Four: The Ability to Tailor a Professional Image Titan salespeople understand that image has to be related to the audience. Sending the right professional image is an ongoing challenge. You must be able to adapt to many different situations. There is no single ìuniformî for every meeting with every prospect. Titans dress appropriately for the right situation -- displaying that they're a competent, informed and successful professionals. Attribute Number Five: Enthusiasm Titan salespeople are enthusiastic, especially when they're talking about new and exciting initiatives. A big part of enthusiasm is making a personal commitment to follow through, measure results, and track what takes place after you get your customer excited about a future outcome. Titans are 100% invested in their own organization's efforts to make that vision a reality. Attribute Number Six: Willingness to be a Lifelong Student Titans keep up with the needs of the market. There's no such thing as a ìcomfort levelî. They're constantly working to advance their skills. Look for new things that will keep you on cutting edge - take classes, keep up with industry trends and read the same magazines that your customers read. Attribute Number Seven: A Willingness to Accept Accountability Titans accept full accountability for whether what they are promising is actually getting to their customers. They don't field trouble calls by saying, 'I don't know why the engineering department didn't do that, let me transfer you.' Accept responsibility. When something goes haywire, don't spread blame - find out what happened:"I'll research the problem and call you back by the close of business today with a status report." Attribute Number Eight: A Strong Work Ethic Titans work as much as it takes to get the deal done and that it's to the customer's satisfaction. That doesn't mean they work 100 hours per week. Titans make the most of their working day. They work hard because they love what they do -- but they don't let work take over their lives. A strong work ethic means giving tasks that have the biggest impact on customers the highest priority. Attribute Number Nine: Unquestionable Integrity Titans walk their talk. They set standards and stick to them. They don't talk about delivering value, and then cut corners. They don't promise outcomes they can't deliver. If someone suggests a course of action that is ethically suspect, Titans politely decline. No exceptions! A Titan's word is sacred. It is the foundation on which customer relationships are built. Attribute Number Ten: Being a Team Player The power to succeed arises through the efforts of others. Titans glorify and support the team they play for. Who is part of that team? Both the external customer and internal customers. The internal customer includes: The credit department, the shipping department, manufacturing, marketing, accounting and more. Titans know that they have to get everyone to work together to keep a customer happy, to deliver a solution that is regarded as indispensable. Attribute Number Eleven: Being Pro-Active Titans make things happen. They know they have to drive the decision. In the customer-vendor relationship, if a situation doesn't work, they say ìLet me see what I can do to make this better for you.î They know they have a right to ask for a commitment in return at a certain point. Attribute Number Twelve: Thinking Out of the Box Titan salespeople look at problems from every angle -- even unusual angles. Forget about ìindustry standard proceduresî. Titans think up, down, sideways, and backwards for their customers. Thinking creatively helps you see the customer's problems in a different way, helping you deliver solutions that are second-to-none. Attribute Number Thirteen: Staying in Balance Titans incorporate career, family, financial, and spirituality goals into their lives. Ignoring one area is disastrous when it comes to attaining the goals associated with the other three. Part of balance is coming to terms with constant change, both in business and in other relationships. Titans know they have to grow in a number of areas. They're always working on establishing and re-establishing balance in their lives. © 2000 by Karr Associates, Inc. This article is excerpted from Karr's Titan Principleô. The Number One Secret to Sales Success. Ron Karr is a professional speaker, consultant, trainer and author who specializes in helping organizations to dominate their marketplace and assisting individuals to get closer to the people they serve. Ron's Titan Principleô has generated tremendous results for his clients in the areas of sales, negotiations and customer service. Call 800-423-5277, send e-mail to ron@ronkarr.com, or fax to (201) 461-5621 now to request your free Titan Principle audio brochure. Visit his website, http://www.ronkarr.com, for results-oriented services and learning tools (including his books, The Titan Principleô-The Number One Secret to Sales Success and The Complete Idiot's Guide to Great Customer Service).