The Only Sales Guide You’ll Ever Need

The Three Requirements of Sales Success

Success in sales doesn’t rely on what you sell or where you sell it; it derives solely from who you are, and how you build and use your capabilities, talents and attitudes. To be the absolute best salesperson you can be, according to Gerhard Gschwandtner, who publishes Selling Power magazine, you need three things: the right “mind-set, a skill set and a toolkit.”  

Just as the periodic table in chemistry currently has 118 elements – up from the original 63 in 1869 – the “periodic table of sales” has 17 elements: nine attributes of the proper mind-set and eight necessary skills.

The third item on Gschwandtner’s list, the proper toolkit, includes your company’s “scripts, playbooks, documented sales processes and sales methodologies.” Sales toolkits are specific and vary from firm to firm. What might apply to one firm could have no relevance at all for another.

“Mind-Set: The Beliefs and Behaviors of Sales Success”

A sales superstar has a certain mind-set. If your attitudes aren’t right for sales – if these mind-sets don’t fit your view of yourself – even ...