If you think you’re a Professional Salesperson, could you prove it to a judge?

If you think you’re a Professional Salesperson, could you prove it to a judge?

Written By Jeffrey Gitomer

KING OF SALES, The author of seventeen best-selling books including The Sales Bible, The Little Red Book of Selling, and The Little Gold Book of Yes! Attitude. His live coaching program, Sales Mastery, is available at gitomer.me.

Ask anyone in sales if they consider themselves a professional and the response is an immediate YES. But I challenge you…if you were in court, in front of a judge, could you produce the evidence to prove you’re a professional salesperson?

Being in sales and being a professional sales person are miles apart. People get into sales because the income potential is unlimited. The problem is they don’t understand that to achieve their desired income, hard work at their knowledgebase of selling skills is a neverending process. Daily effort is required to be among the best.

Here’s a list of what you would have to bring to court:

  1. Books about selling, negotiating, positive attitude, and psychology from your library.
  2. Sales podcasts you listen to from your office and car.
  3. Videos about selling, famous sales lectures from your training room or living room.
  4. Ticket stubs from sales seminars you attended.
  5. Certificates on your wall from completed sales training programs.
  6. Magazines and newsletters you subscribe to that focus on sales and sales techniques.
  7. Some sales award you won for being first, best, highest something.

How much evidence do you have? If the answer is “not enough to convict you,” develop a written program for yourself, and follow it.

Read, watch, and listen… No, it’s not “look out for the locomotive,” it’s the best way to learn new selling strategies. Read books, watch videos, and listen to podcasts. If you’re serious about the science of selling, you have no choice but to learn (if you want to earn).

Learn something new about sales or your attitude every day… pop a training or motivational CD or podcast into your car or laptop (or both), and instead of listening to the same old news. Try to feed your head with new knowledge that will help you make that next sale.

Cash Coyne, owner of the Audio Library, where you can rent books on tape, and training tapes says, “My customers tell me they enjoy rush hour traffic now; and on a drive to the beach or mountains you can almost listen to an entire training course.”

Want to become an expert in sales?

Learning one new strategy per day = 220 new strategies per year.
If you sell for 5 years you’ll have over 1,000 strategies at your disposal.

Amazing what you can do if you just do something small every day. If you just dedicate 1530 minutes a day to learning something new about sales and achieving a positive attitude, at the end of five years you will be a master salesperson and have a great attitude about life.

Practice on a prospect… It is especially effective to learn a new technique in the car, and immediately try it out on your next appointment.

Once you start the learning process, don’t stop. If you gain a little knowledge, and begin to think and sound like you know everything, you develop the kind of attitude that is destined to fail. Continuing education also breeds continuing humility. Look at knowledgeable people with positive attitudes; they are almost always humble.


The 19.5 Reasons Why Salespeople Fail. Just go to www.gitomer.com, register if you’re a first time user and enter the words SALES FAILURE in the GitBit box.