(Hint: You Were Born With It!)

It’s time. You’ve arrived at that exhilarating turning point where you can take your business a giant leap forward…or maintain the status quo. You know what you want to do and what you have to do! As you drive toward the next chapter in your story of success, I want remind you of what is likely the most important thing in your professional toolbox: Your own wonderfully unique personality!

Steve W. Martin is a Sales Strategy Professor at the University of Southern California who has interviewed thousands of top salespeople who sell for some of the world’s most successful companies. He elaborated on his results in an article for Harvard Business Review, sharing that the results of the personality tests showed seven key traits to be associated with top salespeople:

  • Modesty
  • Curiosity
  • Conscientiousness
  • Achievement Orientation
  • Lack of Gregariousness
  • Lack of Discouragement
  • Lack of Self-Consciousness

Do any of these traits sound familiar? That last one really sticks out for me. Self-respect is critical! Expanding your market from smaller to increasingly larger prospects can be scary. That’s just reality. Don’t listen to the fear! Find your courage and love your own one-of-a-kind personality. Remember, first impressions matter. Stand out, be courageous, and don’t be a number. What advice would you give to someone else ready to take the next big step? Take this advice yourself. Empower yourself!

I also love the personality trait of curiosity. Being curious…asking questions…always wanting to know more keeps us young, hungry and connected to others. Don’t be intimidated by your next big target…be curious about them! Remember, everyone is only human. Connect with them! Don’t talk TO your prospects—talk WITH them! They are human beings, just like you. You need to get to know them and respect them, and they’ll sense if you do. Tell stories, ask questions, be your authentic self. Above all, keep in mind that humans ultimately buy from other humans.

I want you to review the seven key traits associated with top salespeople again and again. Foster those traits you already possess and work to develop any that aren’t as strong. This combined with ignoring the fear and remembering we’re all real people will go far in supporting the confidence that will help you leap to the next level of success!

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