How to become a high-value sales professional?
Posted: Sun Feb 02, 2025 4:22 am
Did you know that diet and even sleep quality affect the routine of a sales professional? This insight comes from high-value product expert Zora Viana, who shared it during her talk at the 44th CONAC , held by ABAC in May 2024.
For Zora Viana, the way a salesperson behaves when things are not going well is what determines whether he or she is a high-value professional. “When the sale doesn’t happen, that’s when we start to be tested and confronted,” she said.
The expert points out how a salesperson's behavior should evolve at the uganda whatsapp listbeginning of their journey, during the process, and upon achieving success. In this sense, she points out that the first experiences are marked by three characteristics: no method, crazy desire, and low self-control. During the journey, this is how this professional is at that moment. And the post-sales period is when they present a validated method, ever greater desire, and excellent self-control.
“It is very important that we stop neglecting the need for self-control. Emotional management is what turns an average salesperson into a high-value sales professional,” he advised.
Essential Facets of a High-Value Salesperson
Zora Viana also addressed seven essential facets of a high-value salesperson: increased ambition; empathy with a dose of detachment; validated loyalty; a routine of success; discipline in peaks and valleys; emotional management and an entrepreneurial mindset.
The first facet, expanded ambition, is about specific personal desires to drive your ambition and direct your actions. The second, empathy with a dose of detachment, is about understanding your customers’ needs, desires, and pains.
The third facet, validated loyalty, suggests rewarding loyal customers, such as exclusive benefits or special discounts. The fourth, successful routine, refers to planning as a tool for an effective routine.
Regarding the fifth, discipline in peaks and valleys, this is about analyzing performance over time. Finally, the last two facets, but no less important, emotional management and entrepreneurial mindset, are about staying calm during negotiations and challenging situations, and having a more decisive stance, respectively.
“By implementing these tools into your daily routine, you will be strengthening the essential facets of a high-value salesperson. Remember that sales success doesn’t happen overnight, but with consistency, focus and the intelligent use of these tools, you will be on the right track to achieving your sales goals,” said Zora Viana.
More tips
Another golden tip shared by the expert is to create a “top 30” portfolio, that is, a list with information about loyal customers. According to Viana, this initiative is valuable and can double revenue, in addition to creating new opportunities. “Those who sit around waiting for opportunities to arrive will not reach their goals,” he warned.
She also spoke about the importance of paying close attention to the micro solutions that prevent the customer from saying yes. “Often, the salesperson is so focused on closing the deal that they forget about these tiny solutions that have a positive impact on the outcome of their work,” she said.
Study and dedication
According to the expert , studying is part of the routine of every high-value sales professional, and the same goes for the salesperson. She also stated that it also makes a difference to be part of a group that takes you out of your comfort zone and pushes you to the limit.
And if you want to follow Zora Viana's advice and deepen your knowledge about the Consortium System, did you know that ABAC has free content? There are e-books, booklets, games, videos and podcasts available on the website “ Consortium from A to Z ”.
Take the opportunity to learn more about the future of the consortium sector. Download issue 79 of the Revista Sistema de Consórcios, which provides complete coverage of what happened during the 44th CONAC.
For Zora Viana, the way a salesperson behaves when things are not going well is what determines whether he or she is a high-value professional. “When the sale doesn’t happen, that’s when we start to be tested and confronted,” she said.
The expert points out how a salesperson's behavior should evolve at the uganda whatsapp listbeginning of their journey, during the process, and upon achieving success. In this sense, she points out that the first experiences are marked by three characteristics: no method, crazy desire, and low self-control. During the journey, this is how this professional is at that moment. And the post-sales period is when they present a validated method, ever greater desire, and excellent self-control.
“It is very important that we stop neglecting the need for self-control. Emotional management is what turns an average salesperson into a high-value sales professional,” he advised.
Essential Facets of a High-Value Salesperson
Zora Viana also addressed seven essential facets of a high-value salesperson: increased ambition; empathy with a dose of detachment; validated loyalty; a routine of success; discipline in peaks and valleys; emotional management and an entrepreneurial mindset.
The first facet, expanded ambition, is about specific personal desires to drive your ambition and direct your actions. The second, empathy with a dose of detachment, is about understanding your customers’ needs, desires, and pains.
The third facet, validated loyalty, suggests rewarding loyal customers, such as exclusive benefits or special discounts. The fourth, successful routine, refers to planning as a tool for an effective routine.
Regarding the fifth, discipline in peaks and valleys, this is about analyzing performance over time. Finally, the last two facets, but no less important, emotional management and entrepreneurial mindset, are about staying calm during negotiations and challenging situations, and having a more decisive stance, respectively.
“By implementing these tools into your daily routine, you will be strengthening the essential facets of a high-value salesperson. Remember that sales success doesn’t happen overnight, but with consistency, focus and the intelligent use of these tools, you will be on the right track to achieving your sales goals,” said Zora Viana.
More tips
Another golden tip shared by the expert is to create a “top 30” portfolio, that is, a list with information about loyal customers. According to Viana, this initiative is valuable and can double revenue, in addition to creating new opportunities. “Those who sit around waiting for opportunities to arrive will not reach their goals,” he warned.
She also spoke about the importance of paying close attention to the micro solutions that prevent the customer from saying yes. “Often, the salesperson is so focused on closing the deal that they forget about these tiny solutions that have a positive impact on the outcome of their work,” she said.
Study and dedication
According to the expert , studying is part of the routine of every high-value sales professional, and the same goes for the salesperson. She also stated that it also makes a difference to be part of a group that takes you out of your comfort zone and pushes you to the limit.
And if you want to follow Zora Viana's advice and deepen your knowledge about the Consortium System, did you know that ABAC has free content? There are e-books, booklets, games, videos and podcasts available on the website “ Consortium from A to Z ”.
Take the opportunity to learn more about the future of the consortium sector. Download issue 79 of the Revista Sistema de Consórcios, which provides complete coverage of what happened during the 44th CONAC.