How to Become the #1 Sales Rep

By Joseph Skillin

Wouldn't it be great to be more successful at sales? Wouldn't it be even better to be the #1 rep? Well you can learn how. 

Sales success is not just about those typically taught selling skills like product knowledge, asking for the order, etc.

It's all about mind games and ego and attitude. Learn how to master these three techniques and you'll race to the top of the success ladder. In the past, no one taught you the correct use of ego and attitude. No one taught you the simple but powerful mind games you need to become the #1 rep -- until now.

HOW TO BECOME THE #1 SALES REP explains in detail the mind games you need to master in order to become a winner, and gives explicit instructions on how to use them. After explaining why ego and attitude are so important to your success, he illustrates how they benefit your career.

If you've read all the other sales books and still aren't #1, this is the book for you, the book to get you there. It's the one book that clearly explains how to use your attitude, your ego and your mind to guarantee your success -- not just as a sales rep but in all aspects of your life.

Read the book. Practice the advice. Become The #1 Sales Rep.

• Language: English
• Publisher: New Harbor Press
• Release date: Oct 31, 2019
• ISBN: 9781393662044

Joseph Skillin

Joseph Skillin's education helped him to understand people and their needs. He spent four years studying post-grad philosophy. He has been motivating people ever since, starting in the slums of Oakland, Ca. in the 1970's. After he moved to Boston, he founded the Center for Motivation and Achievement, teaching motivation techniques to corporate and general audiences. Now retired, he still motivates people through his writings, public speaking engagements and volunteer activities. He can be reached at [e-mail]

Book preview

SECTION ONE.  ATTITUDE

Already a sales rep , you know that Customer Service is a priority for you. But I want you to re-think what Customer Service means, because it has become a throw-away phrase as opposed to a way of acting. We’ll talk about the difference.

While great Customer Service, which I believe is both action and attribute, is essential to a successful sales rep, there are other personal qualities that will truly inspire your customers and others.

In this first section, I will show you how Customer Service is more of a deep-seated attitude than it is simply a checking off of follow-up actions.

And I’ll talk of those inspiring qualities of courtesy, dignity and timeliness. I’ll talk about discipline, focus and drive. These are the extras that make the best sales reps.

I’ll give you a new way to check your attitude and challenge you on your call preparations, your commitment to work harder and your growth as a sales rep.

And, lastly, a word of encouragement to the older rep who’s been around for years, perhaps feeling too tired too often, but not ready to retire yet. You can reignite your enthusiasm!

1. SELLING IS AN ATTITUDE

A TINY ISLAND OFF THE Greek coast, a hot summer evening, many years ago.  I approached the bar, tended by a beautiful native young lady. Could you please make me a Campari and soda? I asked. I will never forget her response. For you, Baby, I will do anything!

Wouldn't it be wonderful if you could claim that statement as your personal commitment to customer service? For you, My Dear Customer, I will do anything. Wow.  That attitude would win friends, boost sales, land new customers and garner unprecedented loyalty to you. You would get in return everything you wanted, everything you needed.

Note that I am talking about attitude.

Attitude. Attitude before action.  Why? Because attitude is a mind-set. It trumps how you feel right now, whether you are tired right now, whether you particularly like this customer, whether you're too distracted to listen, whether you're too busy to respond – plus all the other hundred and one excuses for less than stellar performance. If you think of customer service as solely or even primarily a function of your actions, it will be hit and miss.  But if you make customer service primarily an attitude, it will drive stellar performance every time.

Check some of the realities that make it difficult to practice superior customer service – personality, distance, time, repetition, reluctance, a difficult gate-keeper, to name a few. Mr. Cranky is not your dream customer, somewhat unlikable, therefore easy to neglect.  But he's a customer. Ms Miles is off in the hinterland, hard to get to, a weary, traffic-heavy trudge away that drains your energy. But she's a customer. Mr. Uptight has this habit of keeping you waiting, whether you come early, late, busy time or slack time. But he's a customer. Mrs. Comeback always listens to your presentations, but she never buys unless you make that presentation two or three times. She's a customer.  Mr. Prove, always appearing close to making the purchase, will test your ability to overcome objections.  You think you just closed the deal when he tells you – one more time – that he will think about it. He's a customer.

If your attitude drives solid, habitual customer service, you will extend stellar performance even to every one of these customers I just described, no matter how difficult. To each and every customer, every time.  No excuses.

You know the steps and actions of successful selling. Perform the recommended actions, step by step. But always start with that determined attitude of customer service.

For you, Baby, I will do anything.

2. CUSTOMER SERVICE IS ACTION

Afew years ago, when everyone worried about the deadly flu, I experienced a simple but wonderful example of customer service.

I was concerned about my flight to Chicago for a trade show. Not wanting to catch this  flu on my flight, I decided to prepare, to limit the chances, to guard my health and stave off the killer flu. I went to my local drugstore and asked, Do you have any of those surgical masks? No. They were sold out. Other chain drugstores. All sold out. Might there be any alternative? Sure, a beauty salon. Nail technicians always wear masks. So, I went to Sally Beauty. Even they were out. I stopped looking.

After being told No by Sally, one