October 28, 2012

"The 9 Traits"

“Today you are You, that is truer than true. There is no one alive who is Youer than You.” - Dr. Suess

I like that quote, a lot. And the meaning really is truer than true. One area that separates people from each other are individual traits. This is particularly evident in the sales arena and what separates the "haves from the have nots."

 A trait is a distinguishing feature of a person's character. Having quality traits that can translate into business success is an added benefit to you, if you truly want to separate yourself from the pack.
There are two kinds of traits; inherited and learned, meaning you may not have the below traits inherently passed on to you but you absolutely can learn these traits. How? Through making a conscience decision to incorporate these traits into your day to day life and business practices. 
"9 Traits of a Building Industry Sales Professional"
  1. Self awareness - carefully making a first impression is a trait that you must have in order for initial success. Look at yourself in the mirror; would you do business with you? How people see you is how they will view you. Understand the initial meeting and look the part. How you speak, as well as your mannerisms, plays a huge role in first impressions.
  2. The thirst for knowledge – striving for knowledge is just as important, if not more, than having knowledge. Don't you want to expand your mind? The thirst for knowledge is a driving trait that will deliver you success time and time again. If you are the "go to" person that everyone (meaning your accounts) calls, they are doing so because of what you bring to them.
  3. Integrity – can your customers trust you with their prized possession which is their company? Think about this for a moment; would you let someone handle your savings account or retirement plan if you didn't trust them?
  4. Attitude – sometimes I wake up in the morning and I don’t “hit the snooze button” I punch the living s#@t out of it! Make sure that you are in the right frame of mind to conduct business because #1 on this list never ends. Being a positive, "glass is half full" type of person is someone EVERYone wants to be around. Start your day off by looking at positive news reports or stories. Reading feel good quotes can help as well. Smile.
  5. Vision – you need to focus on today but if you only look at today you will miss tomorrow and the trend will begin where you'll be weeks behind. Be prepared for anything in our industry, within your own world.
  6. Tenacity – sales have been hard to come by this past few years and as we see the end of our housing depression we will see a more cautious and frugal customer. How do you react when you get knocked down? Do you bounce back? How do you respond defines a building industry sales professional in your ability to keep going and self correct along the way. 
  7.  Communication – Yes, this is a trait as long as you understand that communication doesn't mean how long you can talk but the quality and usefulness of your words. Say what you mean and mean what you say. Communication absolutely means listening. Listen with sincerity, ask open ended questions, fully understand your accounts' needs and make sure they understand what your needs will be to deliver success for both of you.
  8. Sense of urgency – today’s builder is lean on staff and has a timed calendar; are you “on time?” If you don't have a sense of urgency you surely will see the negative results in your sales totals. Procrastination is one of the death blows for a sales professionals. Prioritize your daily to do list. 
  9. Follow through – If you say you will, then perform with energy and excitement and execute better than “advertised.” Under promise and over deliver will only further your reputation as a sales professional.

If you have any suggestions for articles in the future, or you would like to be a guest blogger, click on my name below and contact me. Posts must somehow be relevant to our NAHB membership and not a commercial for your product or service. 

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