Recently, CBC asked Fred Schmidt, President & COO, Coldwell Banker Commercial Affiliates, his thoughts on the key ingredients of a successful sales person.

While preparing my speech on ‘the benefits of training’ to the CBC Leadership Series participants (a platform for CBC Owners to share best practices), I quickly realized something.  Training was one of the key ingredients in common of successful sales people I’ve worked with during the last 30 years of my commercial real estate career.

3 key ingredients of a successful sales person.

First: Successful sales people always have a positive attitude.

• They enjoy life
• Have a sense of humor
• Look for the good in themselves and others

They are fun to be around (obviously this occurs in varying degrees), but they all had a sense of humor.

Second: They achieve their success through hard work and persistence.

• Things aren’t handed to them
• They overcome obstacles
• Are not dependent on the type of school they go to
• They don’t come from families that give them a free pass
• Grit, determination, hard work and long hours are key parts of the success formula for every one of them.

By putting their mind to it, working hard and getting in the right situation; they create success.

Third: Successful professionals are learners.

• They invest in their minds and are always engaged in the learning process
• Look to improve in any way they could
• When learning they asked themselves “How well am I doing that and How can I use this in my work”
• Positive attitude toward training, not “I know this already.” This is a key way to look at learning for adults.
• Don’t have ‘training is beneath me attitude’; they learn from any source and all level of peers.

In summary: Based on my experience with successful commercial sales professionals: they all have a sense of humor, are hard workers and have a willingness to learn.

I hope this helps you on your success journey.