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5 Essential Principles for Sales Fitness
E-books / For Sales Pros / Feb 20, 2018 / Posted by Nikolaus Kimla / 5863

5 Essential Principles for Sales Fitness

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What does fitness mean for a salesperson? Hint: it’s not just being buff.

Fitness is an interesting subject. It certainly means staying bodily fit–and the tens of thousands of gyms seen all over our cities serve as reminders of how much attention people have on toned physiques today. But it also means staying fit in mind and spirit, and in fact, it’s a coordination of all three.

In this ebook, Nikolaus Kimla explores what fitness means for a salesperson–and it’s a lot more than being buffed out!

Principle #1
Salesperson Fitness of the Mind

At Pipeliner we, like many today, believe that it is not only IQ–Intelligence Quotient–that makes for mental ability, but also EQ: Emotional Quotient. Emotional Quotient means the ability to empathically connect with another on an emotional level. As many experts are saying today, and as we’ll explore more in this ebook, this ability is vitally important for sales, and is a key part of sales fitness.

Principle #2
Fitness of The Body

Of the three different types of fitness we’re addressing in this series (body, mind, spirit or soul), fitness of the body is the most visible. It’s what everyone immediately sees. In that a salesperson is presenting themselves and their products or services directly to someone else, this is obviously a vitally important topic for sales. Just in walking up to someone–or even being on camera as on Skype or in a Webinar–fitness can be observed just in the way a person bears himself or herself.

Principle #3
Emotional Fitness

Emotional fitness is important for anyone, but is crucially important for a salesperson. Something like 90 to 95 percent of the interactions a salesperson has are negative. Phone calls and emails are ignored. Gatekeepers furiously protect decision makers. Many have a 5 to 10 percent closing ratio. There is even constant resistance to prospecting.

How does a salesperson deal with what we could call the “dark side of selling”?

Principle #4
Salesperson Ethics

Sales ethics is the subject of many books, and the subject of chapters of yet other sales books. It’s something that many experts think every salesperson needs to worry themselves about. And so they should! But I don’t think they should worry themselves about it in the way that these books spell out, and I think that the subject may be far simpler than many sales experts would lead you to believe.

Principle #5
Holistic Fitness and the Amazing Tom Brady

As we’ve discussed throughout this ebook, fitness isn’t just a matter of one’s body. There is also fitness of the mind, and (believe it or not) fitness of the spirit. Most importantly, these must all be addressed together, holistically, as many Asian cultures tell us–unlike the ancient Greek, who considered you could address either the mind, body or spirit separately and ignore the rest. We now know how untrue this is.

About Author

CEO and partner of pipelinersales.com and the uptime ITechnologies, which I founded in 1994 and has since played a significant role in the development of the IT-environment. pipeliner is the most innovative sales CRM management solution on the market. Pipeliner was designed by sales professionals for sales professionals and helps close the gap between the requirements of C-level executives for transparency and the day-to-day operational needs of field and inside sales. I am also the founder and Initiator of the independent economic platform GO-AHEAD!, which orientates itself on the principles of a free marketplace in terms of liberal and social responsibility. Connecting people, the trust of business leadership in terms of values such as freedom, self-responsibility, and entrepreneurial spirit, and strengthening their awareness in order to create a dynamic boost within the economy triggered through spontaneity, all stand for the initial ideas surrounding GO-AHEAD! I studied in Los Angeles and Vienna and received my Masters's Degree in 1994. I am married and have 3 children My Specialties are in: Sales Management, Sales CRM Software, CRM Cloud Solutions, SAAS, Business Strategy, Software Development, "Pipeline Management", Social responsibility, outbound sales, b2b sales, inside sales, sales strategy, lead generation, sales process, entrepreneurship, coaching, mentoring, speaker, opportunity management, lead management, Austrian School of Economics

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Comments (4)

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Segun Irelewuyi commented...

A must read e-book for every salesperson. The principles unveiled the secret and tools use by sales Professionals in mortern marketing.

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Rowlandson Kariuki commented...

The great book motivates sales people to take control of the sales process by keeping physical, mental and soul fit. “I am the driver. I am in charge. I’m not my emotions or the reactions that can occur if someone rejects me, is upset with me, or is pushing me away”.
I recommend the book to anyone who needs motivation to get out and sell

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Nancy Kubania commented...

Thank you for this therapeutic book.It like a mirror that reflect the holistic person and not just the outside appearance. Are you fit? Find out here

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SACK Jean François commented...

This e-book showcases the key role played by a Salesman, Salespeople, or Salespreneur while delivering value to a consumer. Sales are regarding salespeople’s minds, bodies, emotions, ethics, and the whole of humanity holistically speaking.

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