Acting the Role of a Sales Rep

Written by Bill Sayers

How should a sales rep behave?

We all know those very talented sales people. They are successful, have a great lifestyle and seem to get everything they want without being pushy or arrogant and are very comfortable with their success. How do they do it?
• They behave professionally.
• They know what it takes to be successful and make it happen.
• They take complete responsibility for their actions.
• They have an optimistic, realistic view of the world.
• They negotiate deals that work for both their clients and their company.
• They treat everyone from the CEO to the janitor with respect and kindness.

What makes that work?

acting the role I talk to sales reps about “acting as if.” This attitude is always present with great sales reps. They believe that everything is going to work out; they know how to manage tough clients. Most importantly, they attract and maintain great customers.
Top performers look and act like professionals. They are well spoken and deliver their message appropriately. And they don’t forget that their clothes need to reflect their success. Whether they’re making a presentation to the board of directors, a one-to-one presentation to an executive or engaging the receptionist, she/he can present their ideas clearly, concisely and in a meaningful way. While they always seem to be in a good mood, the reality is that they know how to manage their moods. They know when certain situations require firmness and when to be funny and make light of a situation, including a high-level negotiation. While they are friendly with their clients, they know where to draw the line between business and friendship.

What is success?

Good sales reps also know that success breeds more success. Their optimistic outlook and friendliness is a quiet confidence that allows them to continually succeed and get the expected results. They get more referrals and recommendations than the average sales rep and seem to know every person at their clients’ workplace and in their community.

They also have a reputation as a well-respected professional. This is very important because it helps them to get business. Clients refer them to new prospects. Others in the industry seek out their opinions and expertise. They are asked to participate in industry events and programs. These reps work very hard to be successful and one of the big payoffs for this is their reputation. When was the last time someone told you to call a sales person because they did half-baked job and that you would be marginally happy with them and the results?

How do you behave?

Take a look at your reputation and behaviour.

• What is your reputation within your office and your industry?
• Do you look and act successful?
• Are you successful?

Take the time over the next few weeks and ask people you trust in your office and your industry: What is my reputation? If there is room for change, then “Act accordingly.”

Bill Sayers -
	Bill Sayers speaks, coaches, leads education sessions and provides management consulting services to a variety of companies. He recently completed “Funnels and Forecasts – The Great Game of Sales”. He has been a professor at George Brown College teaching Personal Selling Skills to the Sports and Event Marketing Graduate Program, and is on the faculty of Canadian Professional Sales Association and Canadian Management Centre. To receive our free “How are you Playing The Game” Scorecard and a 45 minute one-on-one session with Bill Sayers, email: This e-mail address is being protected from spambots. You need JavaScript enabled to view it or visit: www.TheSayersGroup.com . Read More >>
This e-mail address is being protected from spambots. You need JavaScript enabled to view it Website