Developing sales character

In this section we will talk about:

  • How to develop a Sales Character

  • Why Character in Sales is so important

  • How Character is applied in Sales

„Character is the result of two things: Mental attitude and the way we spend our time.“

Elbert Hubbard, Writer, Artist, Philosopher

Why Character in Sales is Important

„Character isn’t something you were born with and can’t change, like your fingerprints. It’s something you weren’t born with and must take responsibility for forming.“

Jim Rohn, Author

Character in Action

In this high-tech mechanized age, many things can be replaced. But the one thing you cannot replace is a human—you can’t replace a human being with whom you share trust.

You can’t replace a relationship. And central to trust and relationships is character. In sales, your prospects rely on your character. A person with character can make the promise, “You have my word” and be trusted with it.

If your word doesn’t count for anything, we lose humanity. We lose, really, everything.

Network Selling

Related E-book › Emotions In Sales

Read more about E-book

Character, Emotions & Sales

Understanding & controlling emotions is also a part of developing a strong character.

Emotions are actually involved in a sale from the very beginning, even before you are. People inquire about your productProduct Product refers to anything (an idea, item, service, process or information) that meets a need or a desire and is offered to a market, usually but not always at a price. or service in the first place because of an emotional response. The first act in establishing a seller-buyerBuyer A buyer is an individual or organizational entity that purchases a product or subscribes to a service. relationship is fully understanding the emotions connected to the buyer’s issues because their emotions will guide you all the way through a sale.

“Empathy must be genuine, it must be felt. And the only way it can be felt is if the salesperson actually does make the effort to understand the prospect.”

Nikolaus Kimla CEO of Pipeliner CRMNikolaus Kimla, CEO at Pipelinersales, Inc.

Additional Resources