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12 Tips for Becoming a Great


Forget the mumbo jumbo you’ve heard about succeeding at sales. Focus on knowledge, skills, abilities, training, attitude and discipline to get to the top.


Salesperson


BY COLIN MILNER


tor, stirs a magic brew that enables salespeople to cast spells over clients, putting these customers into trances that makes them open their wallets to whatever the salespeople offer.


I 16 Fitness Business Canada January/February 2014


n the heart of the jungle, sales- people whirl around fires to the pulsating rhythms of the drums, chanting repeatedly, “Buy from me!” A sales man- ager, doubling as a witch doc-


This is the key to sales success, right? If someone could make selling


this easy, the airlines would have full flights around the clock into the jungle regions of the world. So what makes a salesperson great? It’s important to first understand


what exceptional salespeople are not. They are not charlatans, snake oil hawkers or con artists; getting the sale at all costs is not their mantra. A superb salesperson is all about


growing a business by meeting clients’


needs. This increases the company’s bottom line, along with his own. Think of a salesperson as a person-


al concierge—someone who finds out what the customer needs. If the sales- person has this product or service, she sells it to the client; if she doesn’t have it, she finds out who does and helps the client get it. If you currently rate yourself as sim-


ply “good” or “okay” at sales and “ex- cellent” is your goal, check out these 12 tips:


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