As William Acker of Miami University knows all too well, selling is indeed an art form, one that requires the formulation of a strong framework and key strategy in order to achieve any sort of success. Acker has composed a small pamphlet of what he believes makes a good salesperson great; rules, strategies and an ethical code that help to provide both guidance and contingencies throughout a professional salesperson’s career.
Salespeople, says William Acker of Miami University, must first and foremost have confidence in themselves; the self-esteem and self-respect that is essential to professional success in any occupation. Sales, as he knows, requires one-on-one communication with a variety of different people on a daily basis, and there is no time for self-doubt or second guessing with the fast pace of the modern sales environment. A salesperson must also have the people-related navigational skills necessary to to place themselves in many different sets of shoes; the ability to listen to and absorb what people of many different ‘ilks’ and situations have to say.