Advisor habits to break and habits to keep

Have you ever met a salesperson who said, “Hey, I stink. I just make things up as I go along, really don’t sell a lot, and don’t even like people.”? A true professional salesperson can balance incredible skills with sincerity and a friendly approach. The best make mistakes, but they know what behaviors to keep and what behaviors to lose.

Habits to break:

Making stuff up

The great salesperson doesn’t lie. If you are not sure about something or can’t answer a question, simply say, “Can I call you back with the information?”

Shuffling papers or goofing off

Being busy doesn’t mean that you have had a successful day. How many people have you seen today? And how much rejection or reception was part of your day? Aim to make at least six hours of your day productive. You will be amazed at the returns.

Talking too much

Salespeople talk too much. Your job as a pro is to listen and ask questions. Remember, the physician doesn’t give the diagnosis as soon as you walk into the office. He asks lots of questions, listens, and then diagnoses.

Generating little scraps of paper…everywhere

Get organized. Buy a planner or a PalmPilot. The best sales reps or business people are highly organized.

Being late.

Even if you are only three minutes late, call ahead to explain why. If you don’t have a mobile phone yet, get one. It is a necessity in today’s business world.

Wearing brown shoes with a tuxedo

Look presentable. Even if you wear a polo shirt with your company logo on it, make sure that you are dressed neatly.