Developing a Powerful Sales Personality

Written By | Sales Success, Time Management | August 27th, 2009 | 93 Comments »

developing a sales personality sales trainingBecoming excellent in closing sales is an inside job. It begins within you. In sales, your personality is more important than your product knowledge. It is more important than your sales skills. It is more important than the product or service that you are selling. In fact, your personality determines fully 80 percent of your sales success.

Take Charge of Your Life
The biggest mistake you can make is to ever think that you work for anyone but yourself. From the time you take your first job until the day you retire, you are self employed. You are the president of your own entrepreneurial corporation, selling your services into the marketplace at the highest price possible. You have only one employee—yourself. Your job is to sell the highest quality and quantity of your services throughout your working life.

FREE REPORT: Everyone is a Sales Person

But I’m Not in Sales
Think again my friend. If you’ve ever applied for a job, been married, went out on a date, raised your kids, started a business, had a garage sale, waited on tables or done any of a thousand other things…you were involved in sales.

Even as a kid, you traded sports cards or bought or sold a bicycle or had a lemonade stand or a paper route. Maybe you sold Girl Guide cookies or apples as Boy Scout. Whatever you did as a kid, like most people you were exposed to sales at an early age. In fact, one of your first sales involved you crying because you were hungry. You were obviously pretty convincing because your parents rushed to feed you.

View Yourself as Self-Employed
In a study done in New York some years ago, researchers found that the top 3 percent of people in every field looked upon themselves as self-employed. They treated the company as if it belonged to them personally. They saw themselves as being in charge of every aspect of their lives. They took everything that happened to their company personally, exactly as if they owned 100 percent of the stock.

Winners Versus Losers
The difference between winners and losers is quite clear. Winners always accept responsibility for their actions. Losers never do but instead always have some kind of explanation for why they are doing poorly.

Don’t Waste Time
The average salesperson today wastes about 50 percent of his or her working time. According to research, he comes in a little later, works a little slower, and leaves a little earlier. He spends most of his working time in idle chitchat with co-workers, personal business, reading the paper, drinking coffee, and surfing the internet. Winners arrive a little earlier, work a little harder, and stay a little later.

Develop Empathy and Understanding
Top salespeople have high levels of empathy, i.e., they really care about their customers. Ambition, the desires to achieve, combined with empathy, the genuine caring for the well-being of your customers, are the twin keys to top sales performance.

A person with empathy makes every effort to get inside the mind and heart of the customer and to understand his situation and needs. They find out what the customer really wants and then presents it to them in a manner he/she finds palatable.

Keep Your Word
Top-selling salespeople are impeccably honest with themselves and with others. There is no substitute for honesty in selling. Earl Nightingale once said, “If honesty did not exist, it would have to be invented as the surest way of getting rich.”

Do What you Love to Do
One of the secrets of success in selling is for you to do what you love to do. Top salespeople love what they are selling. They believe in it passionately. They will defend it and argue over it. They will talk about it day and night. When they go to bed, they think about their product. When they wake up in the morning, they can hardly wait to talk to prospects about it. Look at the top salespeople in the very best companies, and you’ll find that these people are fanatical about their products and services.

Succeed Now
Resolve today, that you are going to become one of the hardest-working professional salespeople in your industry; start earlier; work harder; stay later. Do whatever it takes to reach your financial goals.

Topics included in this article include

Top Salesperson


Developing a Sales Personality

sales training

About Brian Tracy – Brian Tracy is recognized as the top sales training and personal success authority in the world today. He has authored more than 60 books and has produced more than 500 audio and video learning programs on sales, management, business success and personal development, including worldwide bestseller The Psychology of Achievement. Brian’s goal is to help you achieve your personal and business goals faster and easier than you ever imagined. You can follow him on google+, facebook, and twitter.


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  2. Rabea says on July 9, 2013 at 11:57 am:

    Thank you for this great advice, it’s helped me to realise where I need to focus my energies.

  3. frank says on October 14, 2012 at 7:21 am:

    This is a master piece Brian

  4. Michael Alao says on October 7, 2012 at 8:03 am:

    Thanks alot for your Wonderful Articles, may God bless you with more Insight.

  5. Vijo Verghese says on September 14, 2012 at 10:27 pm:

    This is an excellent piece of advice to an aspiring professional salesperson. Thank you Brian. No salesperson would ever like to miss this great information shared by you.

  6. Terry says on September 3, 2012 at 6:42 am:

    Great wisdom shared here. Thank you Brian, I do appreciate it. Empathy is indeed a nessacery quality to have in sales. Many sales people don’t have that or care to know. I aim “to get to know” the client and build there trust in me first. Certainly love what you do, and having a very real desire to share your product/services is a most if anyone is going to believe you.

  7. Daniel says on June 9, 2012 at 9:50 pm:

    The following post has once again proven that Mr.Tracy is indeed the industry leader in the field of sales training. Also I would like to thank Brain Tracy for his periodic release of insightful free reports with each having the potential to change lives.

  8. GATS says on June 8, 2012 at 12:00 am:

    thank you Brian!

    I love to see and read your site.I’m still a student, studying Marketing Management and I’m learning a lot with your tips and suggestions… I hope that you will send me more powerful advice on selling/marketing. Keep it up!
    God bless!!!

  9. rajsrieekanth says on May 16, 2012 at 1:48 am:

    dear brian

    Iam delighted to read and hear your talks which is really motivating

    i have no words to express my gratitude many a times i hear your videos to motivate myself


  10. Kimberlie Ferrera says on March 19, 2012 at 8:00 pm:

    Can I just say what a aid to seek out somebody who actually knows what theyre speaking about on the internet. You undoubtedly know methods to convey a problem to mild and make it important. Extra folks need to read this and perceive this side of the story. I cant believe youre not more popular since you undoubtedly have the gift.

  11. Maria Golf Bali says on March 15, 2012 at 12:50 am:

    Thanks Brian, I am becaming an addicted of your words, audios and videos… help a lot…

  12. William says on February 21, 2012 at 2:36 pm:

    Thanks Brian

    Awesome post. Keep up the great work.


  13. myrna vincent says on February 2, 2012 at 8:38 pm:

    Thanks Brian ,helping me to develop my skills in selling and also be positive in life.I was a hairdresser for 14 year.i change my job till last year to. be a consultant. I have make many sales but now i have to lead my team it difficult for me.I have to train people and do my personal sales also.

  14. Ricky Librado Galvez says on January 17, 2012 at 10:23 am:

    Thank you Sir Bryan, your articles helps me a lot to improve myself and to widen my knowledge. God Bless!

  15. Arthur Briscoe says on January 16, 2012 at 10:37 am:

    Thanks Brian, I share this and others with my agents and recommend you to them.

  16. Micheal Oloruntola says on December 30, 2011 at 1:56 am:

    Sir,you are full of wisdom and knowledge in this field.your consistency and depth of knowledge has helped me complete my first book in SELLING.whenever i go through ur newsletter or sth written by you i am always inspired.I have not recovered from PSYCHOLOGY OF SELLING till now…thnx for being a blessing to the world.

  17. Chris @ NetBizInfoGuide says on December 29, 2011 at 6:05 pm:

    This is a good reminder for the start of the new year.

  18. Goodwish says on December 29, 2011 at 11:17 am:

    Thanks Brian for your good works. I’ve been reading your materials but my challenge is that i lack clarity on my goals and i dont take action on your advise, but from this moment i must change for the better and then best. Thank you for the free gifts

  19. skip says on December 26, 2011 at 5:10 am:

    I have read your material for years…even invested in some of your programs when they were on cassette tape. That’s how long ago it was!
    I am a believer.

  20. David says on December 21, 2011 at 9:09 am:

    Brian, thanks for this very interesting article. It certainly gives food for thought as too many sales people “refuse to look in the mirror”

  21. fayyaz says on December 12, 2011 at 12:06 am:

    Dear Brian,
    Really feel refresh to read your findings about sales iam also related with this field,& feel happy with my career.

  22. Ashok Thomas says on December 2, 2011 at 8:37 am:

    Dear Brian

    You are the finest in the field in Managing and Developing those who would like to grow. Thanks for efforts, expertise and time. God bless you and your dear family.

  23. Harold Smith says on October 30, 2011 at 11:16 pm:

    I have your books & audio which I constantly refer to, it always sparks Enthusiasm when I need it the most! You are a constant source of information as a trusted authority.

    I continually advise people to seek out your products to insure their success. You are continually on target with your information & motivation.

    No one communicates better than You. Keep up the extraordinary level of professionalism.

  24. Rozsa Takacs says on October 28, 2011 at 12:17 pm:

    Dear Brian!Thank you for once again inspiring me to do my best.
    but I am unable now doing this my business,because,
    I don’t find where is the problem, why don’t work for me nothing now.
    Sorry, but I don’t speak well English
    I think it is also a big problem, that I don’t understand well all words.

    yours sincerely Rozsa Takacs

  25. Bunmi Johnson says on October 17, 2011 at 7:39 am:

    Dear Brian,
    I have been impacted positively by your numerous articles and newsletters. I want to say that you are a God sent to this generation of sales professionals. You are indeed a rare gem. Thanks in a million for all the good work. May the grace of God be multiplied unto you and yours. Many thanks for your mentoring.

  26. Loveth says on October 14, 2011 at 11:40 am:

    It’s great reading d mind of great men like on d topic sales which most people hating talking about.i will surely incorporate ur ideas in my sales prospecting.thanks

  27. Bayo Farinade says on October 9, 2011 at 6:34 am:

    Thanks a bunch. I have never met but I have most of your books. They are enriching and transforming.
    I wish one day you will come to a
    Africa, Nigeria.
    Once again thanks so much.

  28. Evan says on August 30, 2011 at 2:13 pm:

    Brian thank you again for the common sense wisdom. It’s always nice to hear the unadulterated truth. I am just embarking on my first job in sales and need to specifically remember that honesty is #1. I will tell them the truth about my product and what it can do for them, and hopefully they will buy in.

  29. ASHISH KATIYAR says on July 17, 2011 at 11:17 pm:

    Thanks for sharing your thoughts,as i believe that it will bring enormous change in my life

  30. Artis Jones,Jr. says on July 3, 2011 at 9:55 am:

    Hi Brian:

    I really enjoyed reading your blog on”Developing a Powerful Sales Personality”. Recently I finished reading your book “The Art of Closing Sales”, and the idea you planted in my head to see 100 people face to face as fast as I could has changed me totally. I’ve made some sales and I’m employing the technique you taught me to prospect, present, and follow up. I’ve found the “fortune” is in the follow up. Thanx Brian
    Your customer and friend,


  31. Suzanne Deliscar says on December 19, 2009 at 10:33 am:

    I have read “Brilliant on the Basics”. It was perfect timing, as I had a burning question about how many sales appointments per day equal success. “Brilliant on the Basics” answered that question.

  32. Mike says on October 24, 2009 at 7:11 am:

    As usual, Brian Tracy delivers some great and useful insight! I posted this link on for other readers to enjoy and comment on!

    Keep up the good work Brian!

  33. Yogin Vora says on September 17, 2009 at 1:38 am:

    Really g8 post Brain…looks really interesting…to view as a self employed point is really good one….
    Yogin Vora

  34. Mark McCulloch says on September 11, 2009 at 1:09 pm:

    I have to agree completely with this blog post having been in sales full time since I was 18 years old and now 27 almost 28 you really do need to develop a great sales personality if you are to succeed!

  35. John says on September 7, 2009 at 12:17 am:

    An insightfull post. Will definitely help.

    Apart from traditional marketing, these days most of the marketers use viral marketing. I came across a website called It allows people to write articles about their products and services for free in a fun way. You write an article in the form of how to actually talk to someone and you can include links on all of your websites in your articles.

    Also, thanks for the great post!”



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