After 40 years of testing over 2,000,000 people Winslow Research Institute can isolate a personal profile that will identify a successful salesperson. The Personal Assessment measures 24 different areas of personal attitudes emotional reactions and mental capabilities and all of these areas are important and need to be evaluated. Areas of concern in these other traits may override the 7 key areas. So a total assessment is necessary to select a top not applicant however there are 7 key traits that we see time and time aging that produce a Star Sales employee.

These traits are

1) Sociability
2) Self-confidence
3) Composure
4) Tough-minded
5) Endurance
6) Ambition
7) Control

Sociability

Extroverted, outgoing, friendly, gregarious, neighborly, congenial. Warm hearted individuals who enjoy interacting and participating with others. They greet strangers openly, are quick to form friendships, and enjoy careers dealing with people rather than things. They are rarely content in solitary work.
People that are highly rated in Sociability are happier people overall in life.

Self-confidence – #1 Reason for Sales Success -

Self-assured, certain, secure, brave, fulfilled, poised, self-reliant. Believe they have the knowledge and ability to be successful at whatever they attempt. Cope successfully with challenges and are not easily discouraged. Handle unexpected situations well, make decisions with assurance, and are quick to express ideas and opinions.

Composure

Calm, emotionally mature, tranquil, peaceful, serene, unperturbed, placid, composed. Can control their emotions and function effectively in stressful situations. Have the capability to maintain composure and deal with stress in a calm, objective manner. Rarely allow their feelings to negatively effect performance, and are not easily discouraged or frustrated by problems. Will not become upset over mistakes or misfortune.

Tough-minded

Resilient, realistic, unsentimental, tough-minded, durable, hard, possibly insensitive and callous. Can function normally in difficult and unpleasant situations. Not deterred by obstacles, disappointments or setbacks. Can accept strong criticism, do not become easily upset, and recover quickly when things go wrong. Do not need excessive praise or encouragement from others.

Endurance

Industrious, energetic, determined, vigorous, diligent, enduring, persevering. Willing to put forth the physical effort necessary to be successful. Will exert sustained effort and persistence to accomplish their tasks and goals. Unrelenting in work habits, will practice long and hard, and will not give up easily on problems.

Ambition

Competitive, aspiring, enthusiastic, enterprising, industrious, goal-oriented, eager, striving. Strong desire to reach higher levels of achievement and to respond positively to competitive situations. Aspire to accomplish difficult tasks and set and maintain high goals. Tend to approach most situations competitively

Control

Deliberate, calculating, analytical, designing, possibly indecisive and prone to procrastinate. Highly disciplined, maintain control over their behavior and do not act impulsively. It would be unusual for them to speak or act without considering the consequences. May be slow to act or hesitant to make decisions in some situations.

Employees that are stars in sales will measure an 8 out of 10 or higher in each of the areas above. Again it is necessary to evaluate all of the personality traits, if there are more then 5 concerns in the other 17 personal traits it may be a reason not to hire some one that excels 7 key areas. It is important to work with Winslow Research Institute until you have an understanding of the reports and how to measure Star applicants and employees.

There is one sure thing in sales. If you don’t have confidence in yourself and the product or service you are selling, you will not succeed. You must have confidence in your abilities and you must value what you have to offer. Fear, lack of self-confidence, low self-esteem, and not seeing the value in what you have to offer can kill your chances of success.

You know the truth and you must answer the following question honestly and without hesitation – “Do you believe in yourself and what you have to offer?” If you cannot answer a resounding yes to this question, even though you may think you are projecting confidence and self-assurance to your prospects, they sense something other than confidence and self-assurance. They may not know what it is or be able to describe it but something is causing them to not be attracted to you, your product, or your services. Something is causing them to have a negative reaction to what you have to offer.

Most people can sense fear and self-doubt in other people. They may not acknowledge those feelings but they are still there. Professor of Psychology Randolph Blake and doctoral student Eunice Yang of Vanderbilt University conducted research to learn the speed at which we recognize fear. Their research has shown the human brain becomes aware of faces that express fear faster than it becomes aware of faces that express other emotions.

Everyone has this instinct that senses fear, lack of self-confidence, and low self-esteem in another person. None of these traits can be associated with success in any field. Here are five ways you can improve in all these areas:

1. Never stop working on your personal development. Study the classics by Brian Tracy, Zig Ziglar, Anthony Robbins, and others. There is a great little book called “How I Raised My Self From Failure To Success In Selling” by Frank Bettger written in 1947. The basic principles still apply. Study this material and apply it to your life and to your business.

2. Become an expert in your field. Know everything you can possibly know about your product, your service, or your industry. Never stop learning. This will give you more confidence in yourself and your prospects will sense your increased self-confidence. They will be more receptive to your message if they know you are the expert in your chosen field.

3. Don’t ever put yourself or anyone else on a pedestal. Either way you lose. You are deceiving yourself and the other person when you do this.

4. Don’t base your self-esteem on how successful you are now or on how much money you make. Don’t base your self-esteem on external factors, especially ones that are out of your control.

5. Learn to make decisions quickly. 80% of all decisions you have to make should be made immediately. This is a habit you can develop and the more you do it, the better you become at making difficult decisions.

Always approach your prospects and clients from a position of power. Always show respect for the other person but project a sense of quiet self-confidence and self-assurance. Believe that you are the best person to deliver this product or service. Your sales will go up and people will be much more receptive to your message.