Selling is one of the world’s most popular professions. It’s estimated that there are approximately 15 million people in the U.S. alone who are employed in sales. Many enjoy the freedom afforded by sales and are attracted by its generous income potential. Yet, while the selling profession is relatively easy to break into, it’s difficult to excel at. Too many salespeople don’t take their career seriously, thinking that an outgoing personality, the gift of gab, and a few good one-liners will bring success. Unfortunately it’s not that easy. Your ability to succeed and become a top performer is dependent on mastering four things, which we call the
KASH
concept.
K
nowledge
- Having a thorough understanding of your company’s products and services
- Understanding your industry and your customers
- Learning all you can about your competitors (strengths & weaknesses compared to your company)
A
ttitude
- How you feel about yourself and your ability to succeed (your self-esteem)
- How you feel about your company’s ability to compete effectively in the marketplace
- How you feel about the growth potential of your industry
S
kills
- Having an effective selling system
- Having the tactics to execute the sales process
- Having good people skills
H
abits
- Setting goals (both business and personal)
- Having specific action plans to achieve the goals
- Completing the daily or weekly activities necessary to achieve your goals
Self-Study Assignment:
Rate yourself on a scale of 1-5 (5 = excellent) in each of the twelve areas. Develop an action plan to improve yourself in the weak areas.