A successful salesman is like a rock. You throw the rock, and the rock sticks. That's what sales is.

The success or failure of a salesperson is in the power of the rock to stick. You can't give it to someone and get success out of it. You have to find a way to make the rock stick.

The difference between a successful salesperson and an unsuccessful one is figuring out how to make that rock stick. It's a hard road. There are no shortcuts. No magic formulas.

What makes a successful salesman? The answer is very simple. Successful salespeople have three qualities. They are focused, they make decisions fast, and they demonstrate integrity.

In order to become a successful salesperson, the person has to be focused. Focus comes from the person's actions. When they act fast, they are reacting to situations quickly. They are also reacting to what is presented to them. So you are in control of your situation.

This is the second quality: An action-driven salesperson must take action. They must have a system. They need to know their entire customer database, and understand who needs what, where, when, and how much.

You can have the perfect system if you have the money, but that is not the only factor. Those skills are needed regardless of where you are. No one knows what the customer wants more than a seasoned salesman.

Finally, many professional salesmen realize that they have integrity. This trait is not something that the majority of salespeople have.

It is what makes a good salesman. It is the most important quality in the world. It is the hallmark of a successful salesman.

If you have worked in a large corporation for twenty years, or even five years, then you have been an average salesperson. You have not been a successful one.

To become a salesperson, you must become a great one. There is no shortcut. You have to create a system, and that system will require you to make decisions, fast, and react to your customer. It also requires you to stand by your principles.