The 25 Sales Habits of Highly Successful Salespeople Essay

The book, The 25 Sales Habits of Highly Successful Salespeople by Stephen Schiffman offers a clear description of the desirable habits that successful salespeople should have. Majorly, the 25 habits discussed in the book highly defines what a successful person should possess. Stephen uses his depth technique and experience in sales to come out with these techniques that for a person to be successful in the sales, then there are habits that have to be there. In his book, Schiffman states that a successful salesperson must be flexible to be able to adopt the newly changing tools of sales immediately they become available. He indicates that salespeople are aware that they cannot only operate a single sales pitch but rather must always try to adjust to the changing needs of the various customers. They, therefore, must be ready to change according to the changing wants of their customer's wants or perception about the products on offer (Schiffman, 2008)

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From the book, in looking at these habits that a salesperson should have, it is stressed that keeping routine is a significant factor. Schiffman echoes it that one of the most critical skills that a salesperson should have is prospecting. This involves the desire of a salesperson to at least find someone every day to talk to. This has the impact of increasing the customer base as well as promoting the brand of a particular product that is on offer. It is true that good salespersons must always prospect as they are never feeling satisfied. This is one of the most desirable habits of a good salesperson (Schiffman, 2008). The author further elaborates his stance by stating it that from the time he first got into the sales profession, he always ensured that he made fifteen customers every day and with his three decades into this noble profession, he has maintained that all through. This is what he termed as habit forming. The author hence uses his sales experience and knowledge to try to reflect how desirable habits can make a salesperson successful. He advises young salesperson that building good habits is the key to success and that it does not happen in a night. It requires thorough practice, and that sound practices makes perfect and not the other way round. This is because by practicing correctly, he advises that salespersons will be able to capture the core attention concerning what their customers need (Schiffman, 2008).

Further, Schiffman highlights essential strategies that when adhered to by salespersons, then they would be able to prosper. The author states that the most important thing that a salesperson should remember is the fact that the customers are more value motivated and conscious of getting information than ever. From the initial contact with the new customer, a salesperson should demonstrate their success patterns to the customers with the previous customers so that they become valid and convincing enough that they are up to the task. (Schiffman, 2008). The book further advises that for someone to be a successful salesperson, they must take a relatively aggressive presentation of the product that does not only concentrate on the customer's self-perceived needs. In this case, it would be necessary for the salesperson to come up with a more accurate way to deal with the matter by helping the prospects to define their requirements instead. For a salesperson to be up to date with the current business situations, the key to selling is by constantly asking people what things they do, how they do it, where they do it, when they do it and why they have to do it that way and how your input can help them do it better

In addition to the above, the aggressive nature of today's successful salesperson makes them think ahead of others through continually observing the next step in the sales process. This means that salesperson must keep on prospecting for tomorrow even if they are assured of the prospect base. The author warns that a successful salesperson must be ready to fight in a bid to keep his customers. It is due to the constant competition that salespersons must be strong enough to sail through and that there is not even a single room for complacency when it comes to sale.

In evaluating the twenty-five habits that successful salespeople should have, the Schiffman introduced the edition by saying that at times things have to be fixed even when they seem not to work according to our desires (Schiffman, 2008). He stresses this by saying that by getting into the habit of making the same number of calls each day, the problem will be fixed. Secondly, he advises that salesperson should communicate information that is business like that makes the customers trust you as this is one of the most powerful tools of a salesperson. They are also informed to ask their customers right questions that enable the prospects to talk about themselves. They should also take the lead the customers in the right direction. Engaging the prospects is another fruitful habit for a salesperson who desires to be successful in their profession.

Another essential practice is for the salesperson to find critical requirements for their prospects to enable them to satisfy their needs. It is also true that a salesperson should be able to know the timetable within which they operate. Conversion of the leads that fail into their lap is another important habit that salesperson should have by creating significant relationships with people and establishing what is going on. Schiffman further advice upcoming salesperson to know how to make their products or services fit into any market segment. Among other essential habits stated in the book including showing enthusiasm, the author shows clear strategies that when put into action by salespeople then they shall have developed habits that are going to enable them to be successful people.

Conclusion

In my view, going through this book has helped me to have some clear insight of the requirements that can allow a person to become a successful salesperson. It equips new learners with ideas through motivation, and this has equally inspired me and twisted my view of the salespeople whom I have always looked down upon.

References

Schiffman, S. (2008). The 25 sales habits of highly successful salespeople. Simon and Schuster.