The Charisma and Charm Necessary to be a Sales Champion

Whether closing down business, asking someone on a date or taking what you want in life by force, key personality traits are required to reign supreme. Sales is an attitude. It is a psychological tug-of-war, and, to come out on the winning end, you have to have a healthy stockpile of wits, charm and swagger in your bag of tricks.

People often mistake or misuse aggression for assertiveness, arrogance for confidence or boorish bullying for clever closing. A customer will not be strong-armed into making the decision you want them to make. In fact, it really all begins with realization that the sale itself is the customer’s own decision! You can give them all the food for thought in the world, but your prime directive is making their fear of standing pat outweigh their fear of making a change. This is done by making them see the parade passing them by; making them understand that they are missing out on something significant by doing nothing.

All of this said, a customer, a dinner date or anyone else with something to offer you, for that matter, is not looking for status quo. Like a seasoned sales professional, they have seen it, done it, and lived it all – or so they think. This is why constant reinvention of yourself is paramount to survival and success; you have to become a true student of the selling game to master it. While a potential client cannot be steamrolled or taken by force, they are attracted to less-than-subtle gestures or personality traits that you want to exhibit and exude.

Confidence is #1. No one is going to instill any faith in someone with no confidence; be it in the product or in themselves. I have to say, there are many people for whom this comes naturally. If being confident or portraying an aura of greatness does not come naturally – fake it. It is a must when it comes to breaking on through to the other side in the sales arena. In life, we often have to throw ourselves into daunting situations; this devil may care attitude may not always go as we planned, but the trick is to be able to look back with no regrets and know that you did all you could. Showing confidence in yourself and your product or service is infectious; your high level of belief will rub off on the customer.

Everything your customer says or does must appear to be anticipated. Never let anyone see you bleed or affected by even the slightest unexpected action. This will come predominantly with regular repetition of a heightened sales strategy; once you have done several hundreds or thousands of sales presentations, you get used to the objections and the rejection and you can often anticipate their moves before they make them. Intertwine your overcome for a common objection before you even hear the objection. Surprise your client by saying, “Perfect!” or “Exactly!” when they try to deal you the death blow of an objection, acknowledge the objection, put it in its place with their own words or phrases you gleaned during the fact finding and move on undeterred. The big thing about sales is guiding (not pushing) customers as far as you can to the water. You cannot make them drink but you can tell them how darn good the water tastes and give yourself the best shot at a success. If you make that water out to be the most refreshing beverage in the world, more often than not they will make the decision to buy.

Finally, know that mistakes are not mistakes. They are experiences. Take the good out of literally everything you encounter. Every place and stretch of time has a rainy season, which is a necessary period of cleansing. Sure, the rain may inhibit activity but it nourishes the ground for what is to come. Your rainy season may be a slump where that sales “sun” refuses to shine but you must learn from each and every stumble across the path. Be able to look back on each sales visit or call and recognize the specific reason you fell short or what you could have or would have done differently. Quickly analyze those items, keep the learning material and discard the emotions attached to the defeat. Do not wear the losses (or wins, for that matter) on your sleeve. It is over. Move forward and apply your heightened sales strategy to that next potential customer.

Personality, charm, charisma; these traits go a long way in setting yourself apart from everyone else who has called your customer before. That said, they will dictate if you will succeed or if you will befall the same tragic defeat your lesser skilled peers did.

Is it in you?

About cvheady007

I am a Christian, Husband, Dad, workaholic and author. Biography Carson Vincent Heady was born in Cape Girardeau, MO, graduated from Southeast Missouri State University and moved to St. Louis in 2001. He has served in sales and leadership across Microsoft, AT&T, Verizon and T-Mobile. Carson is best-selling author of the Birth of a Salesman series, the first book of which was published by World Audience Inc. in 2010. He released The Salesman Against the World in 2014, A Salesman Forever in 2016 and Salesman on Fire in 2020. He is also featured in Scott Ingram’s B2B Sales Mentors: 20 Stories from 20 Top 1% Sales Professionals. Carson is a 7-time CEO/President’s Club winner across 5 roles at AT&T and Microsoft and National Verizon Rockstar winner. He has been recognized as a top social seller at Microsoft and is consistently ranked in the top 25 sales gurus in the world on Rise Global. He is included among the Top 50 sales authors on LinkedIn. With over 330K social followers, Carson has also been interviewed on over 30 sales and leadership podcasts, by such luminaries as Jeffrey & Jennifer Gitomer, Jeb Blount, Brandon Bornancin, Sam Dunning, Larry Levine, Darrell Amy, Scott Ingram, Thierry van Herwijnen, Jim Brown, Sam Jacobs, Luigi Prestinenzi, Donald Kelly, Marylou Tyler, George Leith, Pat Helmer, Eric Nelson, Ron Tunick, Jeff Arthur, Mary Ann Samedi, Jean Oursler, Andre Harrell, Marlene Chism, Bill Crespo, Matt Tanguay, Josh Wheeler and Chad Bostick. He has also co-hosted the Smart Biz Show on EG Marketing Radio. His articles have appeared in several noteworthy publications such as SalesGravy, Smash! Sales, Salesopedia and the Baylor Sports Department S3 Report. Carson lives in St. Louis, MO, with his wife Amy and daughters Madison, Sidonia and Charlotte.
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