So you want to be a salesperson

I’ll bet you don’t hear that one a lot. Why? It’s a special breed of individual who can become a successful business developer.

The good ones make it look easy. Why is that?

Good salespeople like every other top person in their chosen profession have some special talents. Some are technique based, but most of it is attitude and behavior based. Learning to be skilful with professional selling techniques is only part of the winning strategy. The top people learn how to be professional communicators, craft compelling questions, and qualify on many levels to determine if the opportunity is real. They learn to listen and understand prospect’s “real” issues rather than just the surface problems. And they conduct themselves like business people in sales rather than a vendor who sells on price.

Positive attitude is critical to sales success. It’s a high-rejection business. It’s not every day that a person faces each day knowing that they will get rejected fifteen times. How do the pros handle that?

Productive behavior is even more important. Rejecting the emotional feelings of rejection that play havoc with your head, facing the fear of failure and the temptation to procrastinate is the only way to be successful in sales.

It’s a rare breed indeed who successfully makes sales and business development their profession. But it’s also no surprise that they rise to own or run the operations they work with.

Copyright 2012 Sandler Training and Insight Sales Consulting Inc. All rights reserved.

John Glennon is the owner of Insight Sales Consulting Inc, the authorized Sandler Training Licensee for the Interior of British Columbia. He can be reached at [email protected], toll free at 1-866-645-2047 or

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About the Author

John Glennon is an authorized licensee of Sandler TrainingSM in the Interior of British Columbia.

John is an accomplished sales person and manager with over 17 years sales and sales management experience. Beginning in sales in 1990 as a sales representative, he progressed to territory manager, sales manager, division manager and national sales and marketing manager roles throughout his career.

In 1997, John became a student of the Sandler Selling System. This introduction changed his sales career and over time propelled John and his career to new heights.

Successful in accelerating growth through strategic leadership, John knows firsthand the value of a sales training approach that follows a learning philosophy of ongoing reinforcement. He is experienced in driving the behaviours, attitudes and techniques required of an effective sales team.

Sandler Training is offered on a regular basis from their Kelowna, BC training center and through innovative distance learning programs to the rest of the BC Interior.

[email protected]

The views expressed are strictly those of the author and not necessarily those of Castanet. Castanet does not warrant the contents.

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