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How to Get the Success You Deserve


BY GERHARD GSCHWANDTNER


Failures aren’t born; they are made. In any given year, your success as a sales professional will depend on three factors: knowledge, skill, and desire. Successful salespeople must know their products, their industries, and their customers. Further, they need the skills to make effective presentations, to handle objections, and to close. In addition, they must have the desire to apply their knowledge and skills.


Most salespeople recognize the importance of these three professional success factors. What they fail to recognize, however, is the importance of defining success in personal terms.


SUCCESS


In a survey conducted by Selling Power, nearly 100 successful sales and marketing executives across the country told us what success meant to them as individuals. To some, success meant having something specific like a large house, an expensive car, or an airplane. A second category of people defined success as experiencing a special feeling – like feel- ing satisfied or happy. A third category of executives defined success as a process of going from point A to point B – setting goals and then achieving them. The fourth category of respondents believed we’re all destined to follow a mission in life. Success to them meant finding and following their mission.


34 | JULY/AUGUST 2021 SELLING POWER © 2021 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


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