7 Cardinal Virtues of Selling

Posted on August 12, 2010


  1. Patience. If you don’t have patience, you’ll get frustrated and ineffective when things take longer than you’d like.
    • How to get it: Realize that success is usually achieved one step at a time. Be patient with yourself and resist the temptation to compare your progress to that of others.
  2. Commitment. It’s only through commitment to your customers that you’ll be able to focus and follow through on helping them.
    • How to get it: Be willing to do whatever it takes (within legal and ethical bounds) to achieve success. Banish all thoughts of EVER giving up.
  3. Enthusiasm. Your enthusiasm for your firm, your product, your customers and your life make you a magnet for sales success.
    • How to get it: Surround yourself with people who support and believe in you; avoid negative people and naysayers.
  4. Growth. If you are not growing as an individual and as a professional, you’re slowly dying and declining.
    • How to get it: Spend time every day learning something new that will help you accomplish your goals. Read books, listen to tapes, take courses, network with peers.
  5. Courage. If you’re not willing to fail, you won’t take necessary risks. That takes courage to persevere even in the face of enormous odds.
    • How to get it: Realize that success usually comes only after setbacks. Viewing “failure” as an unavoidable component of success.
  6. Honesty. Customers know when you’re not being honest with them, or even being honest with yourself.  Then they balk.
    • How to get it: Simple.  Live every moment as if you are on camera and your family and friends is watching your every move.
  7. Flexibility. Life is change, and nothing ever stays the same.  You can’t possibly be successful in sales if you can’t adapt to changing circumstances.
    • How to get it: Focus on the process not the goals.  Observe what’s working and what’s not.  Then change your approach.