From the Masters of Success Video Training Series No 1
featuring J Douglas Edwards
The Professional Attitude
Our attitude is not determined by circumstances but by how we
respond to the circumstances. Our minds determine our attitude. We
can respond positively or negatively. It’s how we react to events, not
the events themselves, that determines our attitude.
What Defines a Professional Salesperson?
A professional salesperson is not just someone who claims to be one; it’s a
title earned through dedication, training, and a willingness to pay the price.
Unlike common misconceptions, there are no born salespeople. Every
successful salesperson is trained, much like doctors, lawyers, engineers, and
professional athletes. These professions require extensive education, practice,
and a commitment to continuous improvement.
The common denominator of all sales professionals is practice,
practice, practice and more practice.
Willingness to Pay the Price
The first essential quality of a professional salesperson is the willingness to pay
the price. This involves investing time, effort, and money into learning andhoning their craft. Just as a doctor undergoes years of schooling and
internships, a salesperson must be prepared to dedicate themselves to their
profession. This includes investing in personal education, building a reference
library, and attending industry events on a regular basis.
Setting Goals
A professional salesperson must have the capacity to set and achieve goals.
This means being unwavering in their pursuit of professionalism, even if it
requires sacrifices. The journey to becoming a professional is not easy, and it
demands a high level of dedication and focus.
A person without a goal is like a boat without a rudder.
Building a Personal Reference Library
Investing in a personal reference library is crucial for a salesperson. This library
should include books, tapes, videos, and other resources that provide solutions
to common problems faced in the field. By learning from the experiences of
others, salespeople can avoid reinventing the wheel and apply proven
strategies to their own work. Remember, the more you learn, the more you
earn.
Check out www.jdouglasedwards.com … Masters of Success Video Training
Series No 1. Over 20 individual presentations from the master of success PLUS
12 Audio Books, all in one training package.
Reinvesting in Yourself
A professional salesperson understands the importance of reinvesting a portion
of their income into their own education and growth. This is similar to how
business owners reinvest in their businesses to ensure continued success.
Attending sales rallies, conventions, and other industry events can provide
valuable insights and networking opportunities.
Note Taking
Compulsive notetaking is a hallmark of successful professionals. By taking
thorough notes, salespeople can retain and recall important information,
visualize scenarios, and apply learned concepts effectively. This practice
enhances their ability to recover and utilize knowledge gained from various
sources.
Key takeaway … Say to the prospect …
I’ll just make a note of that!This shows that you are listening and will assist you in your communications
with the buyer.
Resisting Cop-Outs
Professionals must resist common cop-outs such as
or thinking that certain strategies won’t work for them.
Remember … Effort only fully releases its rewards after a person
refuses to quit … Napolean Hill
The Highest Paid Profession
Sales is the highest paid profession in the world, with more $100,000-a-year
(figures from 1980) salespeople than corporate executives, movie stars,
doctors, lawyers, and engineers combined. Achieving this level of success
requires dedication, learning, and building competencies that define a true
professional.
Key Quote … Attitudes drive actions. Actions drive results. Results
drive lifestyle. … Jim Rohn
I hope you find these words helpful! Good selling.
believing their effort is not worth it,
It is too hard
feeling entitled to leisure time,