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50 Characteristics of Great Sales People - Grant Cardone

50 characteristics amongst great sales people

Do you know how to sell your ideas and products to others?   You need to and now you can. I have broken the code on the art of selling by showing tens of thousands of people how to be GREAT at SALES.  Selling is as vital to your survival as food, water, and oxygen are. In my book "Sell or Be Sold" I provide very simple executable concepts that you can adapt to your personality and use with confidence to successfully sell others on yourself, your ideas and your products.  Herein you will find step-by-step success strategies and effective sales techniques to prosper under ANY economic condition.

Every person successful in business or life, you will find an ability to influence (sell) others on their ideas.   Wouldn’t it be great if you knew what successful people know or don’t know? Wouldn’t it be great if you knew all their success strategies and more? For instance, if you knew the universal formula for negotiations, you’d be more successful, right? You could then take any area of your life as it is currently, decide where you want to be, and practically achieve your goals one-by-one! You’ll have the critical points you need to know to ensure your dreams become a reality and get what you want, and deserve, NOW!

Here are 50 common characteristics I have found amongst those that are great sales people.  Most of these people didn't consider themselves natural sales people but because they were able to embrace the following qualities and became great at selling.   There is no one personality type that makes a great sales person.  What makes a great sales person is the actions you take everyday.

1. Great sales people don't think in terms of sales but in terms of building a business.

2. Great sales people build their business one customer at a time and then leverage the last customer into more customers.

3. Great sales people listen more than they speak, getting an understanding of the customers needs and then customize a solution.

4. Great sales people deliver more than they promise and always promise a lot.

5. Great sales people invest their time in those things that positively affect their income and avoid spending time on those things that have no return.

6. Great sales people are always seeking new and better and faster ways to increase their sales efforts.

7. Great sales people are willing to invest in networking, community and relationships, knowing that the difference between a contact and a contract is 'R' and that stands for relationship.

8. Great sales people are fanatical and obsessed about selling, their customers and growing their businesses.

9. Great sales people don't depend on marketplace economies for their outcomes and instead rely on their actions.

10. Great sales people surround themselves with over-achievers and have little time for those that don't create opportunities.

11. Great sales people never accept good enough as good enough, always pushing themselves harder than others would ever dare.

12. Great sales people don't see failed sales attempts as failures but as investments in the process.

13. Great sales people never give up on unsold clients knowing that one day, someday in the future they will become clients.

14. Great sales people squeeze hours out of minutes and weeks out of days.

15. Great sales people see problems as opportunities.

16. Great sales people invest in their education, development and personal motivation knowing that these are the tools of a sales professional.

17. Great sales people invest in their careers, their businesses and their customers.

18. Great sales people hold themselves to performance standards that are higher than even their management teams do.

19.Great sales people don't need others to hold them accountable, they hold themselves accountable.

20. Great sales people are constantly in think, plan and prepare mode in order to continue to build their client base and keep their pipelines full.

21. Great sales people protect and guard their client base like a good parent would their children.

22. Great sales people are completely convinced that their products and services hold more value than the money they charge for them.

23. Great sales people have convictions that run deep and cannot be challenged by economies, competitors or lower prices.

24. Great sales people are excellent communicators and able to focus their communication on getting a deal closed.

25. Great sales people don't see themselves selling as much as they do serving but also know that a sale must be consummated in order to serve.

26. Great sales people challenge themselves constantly and are not satisfied with awards and paychecks because they correctly estimate their true potential.

27. Great sales people are never satisfied with themselves, their own efforts, their delivery or their incomes.

28. Great sales people are not just interested in being #1, but interested in disrupting the status quo in their industry.

29. Great sales people don't stay busy, they stay productive!

30. Great sales people willingly stretch way beyond being comfortable.

31. Great sales people want to create clients and referrals for life knowing a really passionate customer is worth more than a paycheck.

32. Great sales people never blame others, economies or conditions for their performance.

33. They are obsessed with building a clientele that will take care of them and their company for years.

34. Great sales people willing and inspired by failure knowing that failure can be the inspiration for innovation.

35. Great sales people stay hungry knowing this is the only way to not go hungry.

36. Great sales people show up early and stay late.

37. Great sales people view problem customers, even dissatisfied customers as opportunities to create fanatical fans.

38. Great sales people see a job with a fixed salary more of a risk than an income based on commissions.

39. Great sales people value connections with their community as the main aim of commerce.

40. Great sales people are devoted to being in their absolute best physical and mental condition.

41. Great sales people have the work ethic of an obsessed person and the persistence of maniacs.

42. Great sales people know that logic is the dream killer. Instead, they trust instinct, creativity and passion to lead and fuel them.

43. Great sales people are great with their money not overspending, creating wealth for themselves and their families.

44. Great sales people are good at starting things and great at finishing them.

45. Great sales people don't seek the easy way and instead pursue discomfort and difficulties knowing these customers are valuable.

46. Great sales people use agreement and acknowledgement like magicians keeping alive negotiations that others would let die.

47. Great sales people are completely convinced that what they are doing is making a difference for their clients.

48. Great sales people seek to be #1 in their sector and their industry not for ego but knowing it will result in more sales!

49. Great sales people obsess over dominating their industry not competing in it.

50. Great sales people take responsibility for the entire sales cycle from start to finish and are willing to get involved in those things that typically other departments would handle.

This list comes right out of my book Sell Or Be Sold.  Get it and learn how to become great at selling, persuading, promoting and marketing yourself, your ideas and your products.  Your ability to survive and prosper depends on your ability to SELL!

Grant Cardone is a New York Times best-selling author, star and executive producer of the reality TV show "Turnaround King," host of the Cardone Zone radio show, and is regularly seen on Fox Business, NBC, and Business Insider. He was named the Top Sales Expert and a Top 10 Business Coach to follow on Twitter.

His commentary on business, financial and social issues have been carried in a wide variety of publications including Huffington Post

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Jul 5, 2012 8:00 AM 241,158 

Thorin Klosowski

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Google is a vast machine with all types of apps, programs, and tools. A lot of these—like Gmail and Google Docs—are clearly useful and beloved by many. But hidden inside Google's network are some awesome, lesser-known gems that can make your life easier.
Over the last couple of years Google has experimented with a lot of products. Hidden beneath popular apps like Gmail, Google Search, and Chrome are a lot of cool features that most people don't mess around with. Here are some of our favorite unsung Google features, from Google Drive apps to Google+ to everything in between.

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Digital House Hunters

 

With one photo, HomeSnap automatically pulls up real estate details

By Nicholas Deleon Friday, June 29, 2012

A recently released app may prove to be the most powerful weapon in house hunters’ arsenals.

Developed by Sawbuck Realty, HomeSnap is a free iPhone app that automatically tells prospective home buyers everything they’d ever want to know about a house, including its price, the local school district and how long it’s been on the market. It does so by utilizing the smartphone’s built-in GPS and compass: Users merely snap a photo of the house, then HomeSnap automatically finds your location and pulls in the relevant information from the multiple listing service database.

Though HomeSnap is clearly designed for home buyers — Sawbuck Realty receives 30 percent of a real estate agent’s closing commission — the app works for any home in the U.S., even if the house isn’t for sale. In that case, HomeSnap estimates the house’s value based on the value of other houses in the area.

If all of this sounds a bit like Shazam, well, you’re right on the money, as Sawbuck Realty directly compared the app to the music identification service when speaking to The Daily at a recent event in New York.

DOWNLOAD THE APP TODAY FROM iTUNES

Nicholas.Deleon@thedaily.com@nicholasadeleon

Editorial: Why Newspapers Are a Better Ad Buy posted: 6/28/2012

Editorial: Why Newspapers Are a Better Ad Buy
posted: 6/28/2012

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by: Jeff Fleming

Impact, reach, and results. Three words marketers crave and three words newspapers deliver more effectively than any other advertising medium. A comprehensive advertising package of all things digital coupled with print. Yes print, that in-your- face broadsheet that offers advertisers a chance for impressive, bona fide visual impact. In fact, a recent NAA study revealed that “print users rate highly the utility of print advertising (44 percent) and that they usually notice it (41 percent).” Yes print, the platform Facebook and Twitter don’t offer.

Last month, General Motors stopped advertising on Facebook, concluding that its paid ads don’t have a big impact on consumers — 900 million users and Facebook can’t deliver; what a pity. GM is no slouch when it comes to marketing research and investing ad dollars. Why pour $10 million into Zuckerberg’s pocket when you can capitalize on social media’s doctrine of sharing innovative and relevant content for free?

In a statement, GM said, “In terms of Facebook specifically, while we currently do not plan to continue with advertising, we remain committed to an aggressive content strategy through all of our products and brands, as it continues to be a very effective tool for engaging readers.”

NAA’s recent Newspaper Multiplatform Usage Study provides insight on how and why newspaper consumers access news and advertising content through various channels. The findings clearly define the benefits of newspapers’ multiplatform effectiveness. The study reports, “each platform has different usage and characteristics and values for readers; however they all share important daily newspaper brand benefits, including having advertising information that consumers act upon.”

NAA extracted the highlights of the survey and created a simple but powerful advertisement that accentuates newspaper reach and engagement across all platforms. The five points include:

• Newspapers reach 74% of Internet users in an average week across multiple platforms and devices.
• More than 161 million adults read newspapers in print, online, and on mobile devices in the past week.
• Multiple platforms are used by 54% of consumers who access newspaper content in an average week.
• Newspaper media consumers act on newspaper digital ads — 66% took action on an ad in the past month.
• Newspaper circulars are used by 73% of newspaper media users in an average month.

Social media is an effective tool for connecting readers to readers, but when it comes to connecting readers to advertisers, the newspaper multiplatform reigns supreme. Are you listening, GM?

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For Tablet Users, Video Trumps All Other Content Types

From eMarketer.com

JUNE 27, 2012
 
 Fifty-four percent of tablet users watch video on their tablet on a weekly basis

It may be no surprise that tablet users are embracing online video in a big way. According to a March 2012 study by the Online Publishers Association (OPA) and research consulting firm Frank N. Magid Associates, accessing content and information was the top reason US tablet users reached for their devices, at a considerable 94%. Video was the most popular content that tablet users sought, followed by getting weather information and local news.

Business-related content, such as financial information and checking the stock market, fell fairly low on the list, indicating a more entertainment-focused device experience for most users.
Short-form news and entertainment videos trumped long-form movies or television shows as the most popular videos watched by tablet users. A lofty 92% of those who consumed video on their tablet said they viewed short-form news and entertainment videos on a regular basis. Moreover, 64% viewed user-generated videos, like YouTube videos, on a regular basis. Fewer than half of the respondents said they watched full-length TV shows and movies on their tablet regularly. This suggests that tablet users are more apt to snack on the device—use it for short periods of time, as opposed to hour-long blocks.

In general, tablet users watched video more frequently than smartphone users. According to an April comScore MobiLens study, 53% of US tablet users watched mobile video or TV at least once that month, compared to only 20% of smartphone users. This is likely because of the tablet's larger screen size and its role as a couch companion.

eMarketer projects nearly 70 million US consumers will use a tablet by the end of 2012. By 2015, over half of all internet users will be tablet users. This tablet growth rate means that video is also likely to flourish. As marketers consider their tablet video strategies, they should keep in mind that shorter video content is consumed on a more regular basis than long-form content.

Corporate subscribers have access to all eMarketer analyst reports, articles, data and more. Join the over 750 companies already benefiting from eMarketer’s approach. Learn more.

Zero Moment of Truth - ZMOT

Tablet User Becoming Older; Gender Gap Disappearing

Tablet User Base Becoming Older; Gender Gap Disappearing

4 in 10 tablet users (defined as owners or regular users of a tablet) are between the ages of 35 and 64, per June 2012 survey results [pdf] from the Online Publishers Association. And that user base will only solidify over time: further data from the report indicates that 46% of new buyers are in that age range, including 31% who are between the ages of 45 and 64. Overall, the report concludes that the tablet user base is trending older, as the proportion aged between 8 and 24 has fallen 8% over the past year, while the proportion aged 35 to 54 has grown 8%.
Data from comScore also released in June finds an even greater share of tablet owners aged older than 35: according to that report, 49.3% of the tablet audience is aged between 35 and 64, while an additional 6.8% are over 65.
As recent research from the Boston Consulting Group finds Millennials to be rapid new technology adopters, the OPA results showing increased use among older groups may be another indicator that tablets are moving out of a “new technology” perception and into mainstream adoption.

More Women Adopting Tablets

Data from OPA’s “A Portrait of Today’s Tablet User Wave II” indicates that while tablet usage skews male, that situation is also beginning to change. Women, who made up 51% of the almost 2,500 total survey respondents, accounted for 44% of the tablet user base, up 4% from the previous wave of the survey. And among respondents who do not currently own a tablet but plan to purchase one in the next 12 months, 52% are female.

Affluent Over-Index in Tablet Usage

Compared to the overall survey sample, higher-income households (HHI) clearly over-index in tablet usage. For example, respondents with an HHI of at least $100k accounted for 20% of the tablet user base, as compared to 12% of the survey sample. Similarly, those with an HHI of at least $50k accounted for 59% of the tablet users, versus 41% of the total sample.
According to the comScore figures (see link above), three-quarters of the tablet audience has a household income of more than $50k.

Ads Lead Almost 2 in 5 to Purchase

Ads certainly appear to have an effect on tablet users responding to the OPA survey. 38% report having made a purchase within the past 6 months after seeing an ad on their tablet. Among tablet users who are purchasers of content such as newspaper subscriptions or books, ads play even more of an influence, driving 54% to a purchase.

Other Findings:

• 31% of the survey respondents reported being either tablet owners or regular users. 94% of those indicate they own their tablets.
• The proportion of tablet users who are very satisfied with their device has risen from 50% in 2011 to 58% this year.
• 74% of tablet users are on their device at least daily. This translates to an average of 13.9 hours per week spent using a tablet.
• One-third of tablet use is occurring outside the home.
• The most popular tablet activity is accessing content and information, at 94% of respondents, up from 87% in 2011. According to a University of Missouri report released in June, 84% of survey respondents who own an Apple iPad access news provided by news organizations for an average of 7.3 hours per week.
• A majority of tablet users responding to the OPA survey said they prefer reading on tablets to reading on mobile phones, computers, newspapers, and magazines. In fact, the University of Missouri report found that among mobile media owners 55 and older, 75% use an iPad for leisure reading, and average 5.8 hours a week for this activity.
• 85% of the OPA survey’s tablet users multitask on 2 screens, and two-thirds do so on 3 screens.
• 23% of tablet applications downloaded in the past year by users were paid apps.
• The types of content most commonly paid for by tablet users are magazines, entertainment, sports, and weather.
• Tablet users are almost 3 times more likely to prefer a free app with ads (54%) than to pay slightly more for an app with no ads (19%).
• The most popular types of products researched on a tablet in the past 6 months are consumer electronics (37%), restaurants/fast food (36%), media and entertainment, and retail and apparel (both at 35%).
• Tablet users purchased an average of $359 in products from tablets in the past year.

About the Data: The OPA report is based on a survey conducted by Frank N. Magid Associates, Inc. The data comes from a nationally representative online survey of 2,540 internet users between the ages of 8 and 64. Data was collected from March 19 through March 26, 2012.

Internet Trends 2012 - Mary Meeker