interviewing thousands of top sales performers over the last two decades. Plus the dozens of sales
training professionals we’ve worked with have conveyed their intelligence to us as well.
In the spirit of sharing some of this wisdom, over the next ten weeks I will post 10 Secrets I’ve learned.
Secret Number One: Develop a “Can Do” attitude. We hear of the importance of having a positive
attitude, right? Well, positive + competence = “Can Do”.
We are often presented by new challenges or new ideas. The two extreme reactions range from
overblown enthusiasm to extreme crankiness. Think before you respond. First words should
be “interesting idea” or something along those lines. Automatic gushing is not required or appreciated.
And neither is cranky contrarian behavior. Many times in an average day you may find yourself starting
a sentence, after hearing a new idea, with the phrase “The problem is…”. WRONG. Stop this bad habit.
So, when you are asked to take on an assignment, it makes a much stronger impression to ask clarifying
questions right on the spot. Great questions showcase your intelligence. Get the expectations clear
right upfront. Clarify scope of work, quality standards, timelines, etc. If your experience tells you that a
task takes a week to complete properly and your boss asks you for something in 36 hours, you’ve got to
raise issues constructively on the front end so you’re not getting caught on the back end with a shoddy
Remember: If you reek of competence, along with being chipper, people will dig your scent!
Next week: Secret Number Two.