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For Sales…It’s All About Character
Blog / For Sales Pros / Oct 11, 2018 / Posted by Nikolaus Kimla / 4806

For Sales…It’s All About Character


In this high-tech mechanized age, there are many things that can be replaced. But the one thing you cannot replace is a human—you can’t replace a human being with whom you share trust. You can’t replace a relationship. And central to trust and relationships is character.

For that reason, my opinion is that character is the first and foremost thing a salesperson should focus on.

It’s interesting that character is right at the top of today’s headlines. In serious question at the moment is the character of a judge nominated for the Supreme Court. Whichever side you’re on, I think we can all agree that character is of prime importance.

In sales, your prospects rely on your character. A person with character can make the promise, “You have my word” and be trusted with it. If your word doesn’t count for anything, we lose humanity. We lose, really, everything.

Actions of a Salesperson: Network Selling

In many past articles and ebooks from myself and others, we have discussed what a salesperson should do, the actions they should take. In our case, we put forth the Network Selling model which expresses the ideal needed in today’s interconnected digital sales landscape.

The basic reason it is called Network Selling is that today’s digital world is totally networked. You cannot make a move as a salesperson that doesn’t have some kind of impact, good or bad, throughout this network. You’re either recommended or warned about, right along with the product or service that you’re selling.


The first element required in the Network Selling model is respect. Not just Network Selling, but everything in civilized life begins and ends with respect as the very foundation. Every good experience—be it social or business—depends on mutual respect for its success.


The next step in Network Selling is a skill without which a salesperson just won’t survive in this 21st-century digital selling environment. That skill is empathy. It is vitally important today because we’re awash in a giant overwhelming wave of technology. The internet, along with this vast technological tide, has created a world in which too many of us have become anonymous.


Trust is a crucial principle for just about anything—running a company, having a mutual relationship, any form of friendship, marriage, children or parents. And, of course, for sales. We can look at trust as a pyramid, with layers of blocks built one upon the other, over time.


Since the beginning of time, sales has had a tendency to be overbalanced on one side or the other—on the side of the seller, or on the side of the buyer. In a perfect world, the buyer’s best deal and the seller’s best profit would somehow mesh in total harmony. But we don’t live in a perfect world, so a win-win is actually a compromise.


How a salesperson makes the buying experience enjoyable goes back to understanding the buyer—understanding each individual buyer you’re dealing with.

Business Processes

Today an enterprise of any kind cannot survive without a process. In today’s digital world, every activity must be part and parcel of your process, a must be defined more clearly than any other time in history.

The network selling experience means wealth creation both for the seller, and the buyer. It is designed to create a win-win situation for both sides. When this has happened, the buyer will happily provide referrals to the seller, and as well, will recommend the seller’s product or service to others.

Learn more about Network Selling here.

How do We Build Character?

But a person can only fulfill the duties of Network Selling—such as win-win, empathy and building trust—if they have fully evolved their character. So how do you do that?

To answer that question, I’m beginning with a very old proverb, the origin of which is unknown, which totally sets the stage for this series of articles.

Watch your thoughts, because they become words.
Watch your words, because they become actions.
Watch your actions, because they become habits.
Watch your habits, because they become your character.
Watch your character, because it becomes your destiny.

So thoughts become words, words become actions, actions become habits, habits become character, and character becomes destiny. The destiny of a salesperson is, of course, to be a great salesperson. You can see that destiny in the salesperson’s character and results.

Each of these points will be the focus of a separate article in this series.

I’ll see you soon next week as we begin…with thoughts!

About Author

CEO and partner of 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

Author's Publications on Amazon

This is a practical manual covering the vital subject of Sales Management. I firmly believe that sales are the most important profession for dealing with today’s turbulent world and Econo my, for salespeople create wealth and produce peace. But salespeople need a competent, stable leader—and…
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Inside this eBook, you’ll discover a series of chapters dedicated to some of the most important areas facing sales today. From the sales process definition to measurement, lead generation, and proven sales techniques, this comprehensive eBook will provide you with the information you need to…
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A common term in sales today is EQ, which stands for “emotional I.Q.” It means the skill a salesperson has in reading emotions and utilizing them in sales. It means empathy and a number of other abilities. The short version is, it’s an I.Q. when…
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People are smart to question the future of automation, for it has become part of everything we do. With the quantity of applications and technology around us, we yet still crave more. We become convinced of its power when our package is delivered from Amazon…
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Sales management isn’t a simple subject by any means. But at the same time, it does have some basic and somewhat simple fundamentals—and that is what we are bringing to you with this book. First come pain points of sales management, and how to overcome…
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Today the Internet has transformed a seller's market into a buyer's market and author Nikolaus Kimla states that the role of sales has never been more crucial. It is now time to give salespeople the role they factually can play: entrepreneurs within the enterprise. They…
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This is our public declaration of the intentions behind Pipeliner, and our objectives and motives for the product and for our company. Behind the development of that CRM application and, in fact, behind everything we do, we have a real cause. The story begins with…
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For the future, there must be a perfect balance of humans and technology. You have to have the perfect technology, andthen the perfect human being in application, performance and presentation. Today and into the future, it’s a 50-50 balance. In the past it was perhaps…
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The salespreneur is based on the concept of the entrepreneur. Before we can explain the salespreneur, you have to have some understanding of the entrepreneur. The entrepreneur plays a crucial role in any economic system. The entrepreneur seeks out information that can be utilized for…
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A seasoned captain would never leave port without a competent navigator. In a similar way, a sales manager might be a total ace at "commanding the ship" – at inspiring and coaching sales reps, pointing out and getting agreement on making quotas, and keeping everyone's…
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