Sales Professionalism
Author: Tom Hopkins

The challenge with too many salespeople is that they decide at first to ‘try?selling for a while. They don’t commit 100% to it as a career because they are afraid of being wholly responsible for the level of income they achieve. I must tell you, though, that the highest paid professional salespeople I know have burned their bridges to other sources of income and made that total commitment to selling as a career. They must succeed! They are not willing to look back! They look only to the future and the exciting opportunities each day in sales brings them.

Selling is one of the few careers available to people today in which every contact made can teach us something new. Do you know how many jobs there are out there in which things are done exactly the same each and every day? How boring! Sure, there’s the security of a certain income you get from those jobs, but that income is limited ?it is set by someone other than yourself. Selling is one of the few careers that allows you to determine exactly how much you will earn. And one of the major benefits is that through proper training, you can learn exactly what you must do to earn that level. It’s not a guessing game! There’s a system, which when properly applied, will bring you exactly the results you desire. It’s important to constantly be learning and improving ourselves through experimentation with the abundance of educational materials available.

The key to sales success is to commit to being the best. It’s unfortunate, but most of today’s consumers have a poor image of a salesperson. I have spent the better part of my life trying to dispel the stereotype of a salesperson. Once your prospects meet you and realizes the high level of professionalism you are dedicated to giving, they will forget that you are a ‘salesperson?and begin to see you as a trusted friend ? someone who is there to provide a worthwhile service when they need it most. In getting your clients to like you and trust you, you will then be able to serve them more. They will want their friends, relatives and business associates to have the same benefits of excellent service, which will in turn, build your business into more than you ever dreamed possible.

Never forget this: to earn a higher income, find a way to give greater service. Learn how to make each and every client feel they are the most important person in the world to you. And that can be done by making a commitment today to begin taking advantage of the training available through your company, the various seminars, cassette tapes, magazines, and newsletters at your disposal. Talk with top producers and find out what other resources they have used to help them achieve a high level of success within your organization. It’s only through a constant commitment to education that we can get on top and stay on top in the field of selling. After all, the true professional salesperson is the one who continues to learn after they ‘know it all.?

Copyright 1991 Tom Hopkins International








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Tom Hopkins has dedicated his life to training the sales professional. For more than 25 years, Mr. Hopkins has personally trained over 3 million students on five different continents. Mr. Hopkins is the author of nine books, including “Selling for Dummies?and the best-selling, “How to Master the Art of Selling,?which has sold more than 1.3 million copies and has been translated into ten languages. For more information, contact Tom Hopkins International at (800) 528-0446, e-mail us at info@tomhopkins.com, or visit our website at www.tomhopkins.com.

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