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Les Schlais demonstrated an early talent for sales when he worked at Radio Shack in the 1980s, during which time he was the number one sales manager for eighteen consecutive months. After making the decision to move into a career in the financial services he combined these abilities with in-depth product knowledge to ensure all of his clients received the services they need to help them achieve their financial goals. Sales is about much more than getting people to buy your product and those who experience success in the field tend to exhibit a number of common personality traits.

First and foremost, the ability to listen is perhaps more important that the ability to talk in sales. Many enter the field with the mistaken idea that they just need to deliver a pitch and people will latch onto the product. However, in most cases sales professionals need to establish dialogs with their clients so they can discover what they actually need. Armed with this information they can then tailor their sales strategies to ensure clients get the products they need, rather than ones they don’t want.

Confidence is also key in the field and this can only be developed through a dedication to learning as much about your specific industry as possible. Sales professionals need to understand that they are often the first port of call for their clients, who will be looking to them to provide the expertise and information needed for clients to make the best decisions. If sales professionals can’t deliver their knowledge with confidence and authority they will often find that they struggle to obtain the trust of clients, resulting in lower sales figures.

Above all else, the desire to be better is something that all sales professionals need to have. Les Schlais’ dedication to learning more and expanding his horizons has allowed him to become a successful business owner, as well as a better sales professional. Now the Co-CEO of Syncis, which is an independent marketing organization specializing in life insurance and related products, he aims to pass on the benefits of his experience to those who are just starting their careers in sales.

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