Expert Advice for Rookie Consultative Sales Professionals

Gain a clear understanding of what has the ability to or what does make you vulnerable in your profession and then protect yourself against it. For example. an individual who is just getting started into real estate sales who has financial challenges (a short supply or exhausted reserve funds) and is in desperate need of making a sale to produce income, will automatically become more vulnerable with the passing of time because the longer it takes for them to earn a commission, the less likely it is that they will survive in sales.

Success will never track you down. you will have to go on the hunt for it! Be an action oriented person. Don’t procrastinate, begin immediately to engage in and make a daily habit of the basic fundamental activities of your sales profession that produce results.

Identify and face your fears. It’s not uncommon for people to have fears but what makes people uncommon is facing those fears. Once you recognize what it is that is the greatest fear you face you need to do everything you can to overcome that fear and it all starts by facing it!

Become an expert in your field, hunger for the knowledge, anything that is going to make you better at what you do, whether it be industry, product or service related, anything to do with the business, become a student and sponge up everything that you can.

Gain an understanding of which selling skills you will require in order to experience success in the field of sales that you have chosen. Seek this knowledge from anyone who is a top performer in your field or those who are recognized experts in your profession like the speakers, trainers and authors who have a proven track record.

Associate with the right people. There will be more negative individuals who are experiencing mediocre results in your profession and these are the worst people for you to share your time with. Although it may be more comfortable to spend time with these people because they will never push you to be your best, they will also be the people who will attempt to pull you down to their level. Seek out the high performing top achievers in your industry, profession, company or organization and work your way into their circles. These are the people who can teach you what you need to know through association, mentoring or coaching or simply through conversation to help you achieve your goals.

Set a variety of different personal and professional written goals as you begin your journey and then strive to achieve those goals by remaining consistent and persistent in your activities.

Change your mindset! Work on your growing and evolving your thinking and attitude everyday. Develop healthy beliefs and attitudes about your profession, people, life, events and success. Fill your mind with good thoughts and quality information. Read something out of a positive, motivating, uplifting book everyday. Listen to audio programs while you are driving to give yourself the motivation, inspiration information and education that you need to be on top of your game.

Strive for balance in everything that you do and everything that you are. When you are just getting started it is common that your life will become out of balance as you are learning, adjusting and growing into your new role. What once was normal will no longer be normal as a new degree of normal evolves. Your eventual goal should be balance. Professionals who master the principles of balance experience greater success in their personal and professional life and enjoy greater rewards with less effort, pain and regret. Learn to balance your schedule, your emotions and the qualities and traits that make you who you are so that you may develop into a newer better version yourself.

Build a reputation for being an honest, credible individual who has character, integrity, can be counted on and is performance driven. It is your reputation that will carry you farther than anything else. It will help you keep the customers you have, win new business from the competition and also open doors of opportunity for future advancement.