Having a genuine love for people and being a good talker are excellent attributes to have when it comes to entering the sales profession. But that's just the start. Many folks share those attributes but fail miserably at selling.

Being a salesperson is a skilled position. Successful salespeople only make it look easy because they're so good at what they do.

Phil Rea
Phil Rea

Practice — and lots of it — is what separates professional salespeople from the wannabes. Pros ask themselves what could go wrong, then prepare accordingly. They treat every prospect as if nothing else could possibly interest them but that prospect. Regardless of what the house looks like, they don't prejudge the people who live in it. If you always consider it a true honor to have been invited into your prospect's home, and you work to give them the best product and service you can, you should enjoy a successful career. When you find yourself being critical of the appointment you're going on before you get there, you're in trouble. No matter how good business is, always work it like you're flat broke. — Phil Rea shares his sales strategies each month with salespeople across the country through his MasterMind Program. For details, call 866.441.7445.