Thoughts + Beliefs + Actions + Habits = Character

Your success in sales is tied to your character.

It’s become a cliche in sales to say that people buy from sellers that they know, like and trust.

However, selling still is a people business.

And your character is the first thing that another person perceives about you.

Character precedes trust. And liking. And knowing.

The ability to connect on a personal level with another human is paramount to your success in sales. This connection is all about character.

The following bit of wisdom has been attributed to various people from Lao Tzu, the 6th century BC Chinese philosopher to Vince Lombardi, the iconic 20th century NFL coach.

I prefer the Lombardi version because he connects character to winning.

“Winning is a habit. Watch your thoughts, they become your beliefs. Watch your beliefs, they become your words. Watch your words, they become your actions. Watch your actions, they become your habits. Watch your habits, they become your character.”

You are the sum of your thoughts and beliefs as they are translated into action by your habits.

That’s your character. It’s defined by what you routinely do on a daily basis.

Want to know how important character is in selling? Answer the following questions:

Do you invest your time in getting to know someone whose character you don’t respect? (It’s possible. But not probable).

Do you like someone whose character you don’t respect? (It’s possible. But not probable.)

Do you trust someone whose character you don’t respect? (It’s possible. But not probable.)

Does a buyer purchase from a seller whose character they don’t respect?

It’s possible. But not very probable.

Winning is a habit.

Watch your habits. They become your character.