---
title: "Ten Basic Requirements for a Qualified Salesperson"
description: "A qualified salesperson must be passionate about their company and products, continuously learn, endure hardship, value teamwork, monitor the market and competitors, innovate, manage finances and details, maintain resilience, adapt to situations, and act immediately."
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published: "2015-06-12"
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# Ten Basic Requirements for a Qualified Salesperson

> A qualified salesperson must be passionate about their company and products, continuously learn, endure hardship, value teamwork, monitor the market and competitors, innovate, manage finances and details, maintain resilience, adapt to situations, and act immediately.

(1) Be extremely passionate about your company and the products you sell.
A salesperson who does not love the company will never see themselves as the owner of the company, will never devote themselves wholeheartedly to work, and will never protect the company's interests with the same spirit as they protect their own. Similarly, a salesperson who does not love the product will never do well in sales.
It is crucial to understand your company and products. No customer wants to deal with an outsider who doesn't understand the company or products. If you can't recite the details of your company and products, you won't be able to convince customers to trust you or your products, let alone buy and sell them. Check the table below: Do you master this knowledge? Do you love your company? Do you love your products?
Company Knowledge: 1. How is the company organized? (Organizational chart, business segments) 2. Founding background and philosophy? (History, culture, philosophy) 3. Honors received over the years? (Major honors for the group and air conditioning company) 4. Names and qualifications of key leaders? 5. Scale (production capacity, sales network, staff numbers), financial strength and credit (capital, sales, current profits)? 6. Strategy, management philosophy, policies, objectives, and business policies? 7. How are national and regional service networks set up? 8. Sales by industry and changes? 9. Air conditioning sales channels? 10. Specific company regulations (employment, salary, travel expenses)?
Product Knowledge: 1. Basic structure, main components, equipment? 2. Name, basic performance, market price, and positioning? 3. Differences in structure, performance, and price compared to competitors? 4. Specific benefits and value to customers (selling points)? 5. After-sales service? 6. How to address and resolve customer objections?
Case: Albert Hubbard's business creed from "A Message to Garcia": I believe in myself; I believe in the goods I sell; I believe in the company I work for; I believe in my colleagues and assistants; I believe in producers, creators, manufacturers, salespeople, and all people working hard in the world; I believe that truth is value; I believe in a happy mood and health; I believe that the concept of success is not making money, but creating value; I believe in sunshine, air, spinach, apple sauce, yogurt, and babies; I believe that every time I sell a product, I make a new friend; I believe that when I part with someone, I must ensure that when we meet again, he is happy to see me, and I am happy to see him; I believe in working hands, thinking minds, and loving hearts!
(2) Always believe in the power of knowledge and maintain the habit of learning.
The power of knowledge is infinite; this is an eternal truth. A salesperson seems to deal with all kinds of people and handle various matters every day, seemingly never having time for professional study. In fact, every person is a dictionary, and every event is a book; you can learn anytime, anywhere. As long as you keep a learning heart, knowledge is all around you. During breaks, read useful marketing training materials and attend motivational and self-improvement courses. Remember: knowledge is boundless and infinite. Do you often learn from others? Do you have the habit of reading every night?
Case: Books in the Belly
In the mid-19th century, a group of Japanese students studied in England. Before returning home, they faced a dilemma. England had a rule: foreign students could not take British educational books back to their countries. The books were advanced, and the students believed they would benefit Japan. But how to take them? One student made a bold decision: he asked his classmates to cut open his belly and place the books inside to smuggle them out. Though opposed, they reluctantly agreed. They shipped the books back to Japan under the guise of a corpse.
(3) Have the spirit to endure hardship and believe you can bear any suffering others cannot.
In the early days of the company, our president endured hardships, sleeping in workshops, eating rice balls, and facing countless difficulties. He believed that only by enduring the bitterest hardships could one become a master. This formed the company's marketing culture of "Four Diligences": diligently visiting customers, diligently acting as promoters, diligently being consumers, and diligently being observers. As a salesperson, only by enduring hardships others cannot can you earn money others cannot. Visiting 2 customers a day versus 5 makes a huge difference. How many dealers do you visit each day?
Case: Walking 30 Miles a Day, 10 More Than Others, Wearing Out 10 Pairs of Leather Shoes a Year
Edward was a great car salesman, known as the "Car Killer," earning millions annually. Jack admired Edward's talent and wanted to learn his secrets. But Edward was elusive. One day, Jack invited Edward to a bar. Over drinks, Jack asked how he became so successful. Edward, drunk, said, "Jack, my secret is in my feet. The shoes I'm wearing are my 48th pair since I started selling cars. In my first year, I wore out 12 pairs, walking over 30 miles a day..."
(4) Love your team and believe that the team's wall is invincible.
Today, Japan stands on our right, with territory equivalent to China's Gansu province, but GDP twice that of China. What 120 million Japanese produce equals what 2.8 billion Chinese produce. Is it because their IQ is higher, or their brains better, or their culture more refined? No. It's their team efficiency; they work together. For China to become a technological and world power, cohesion and team spirit are crucial. As a nation with 5,000 years of culture, can we not match Japan?
Case: Japanese Team Spirit
Japan Airlines discriminated against Chinese passengers, leading to an online war of words. We cursed the Japanese, and they cursed us. Finally, they sent an email ending the war. The email said, "Thank you, Chinese compatriots. After a month of verbal battles, there are three things you never cursed us for: you never said we are not united, you never said we are not diligent, and you never said we are not clean. Thank you." And the war ended.
(5) Understand market dynamics like your own health, and pay attention to competitors like brothers.
Mastering information ensures invincibility, especially confidential information about the market and competitors. Intelligence on competitors gives us ears and eyes, alarms and firewalls, enabling our decision-makers to strategize and win. Every policy we introduce can catch competitors off guard. Do you constantly monitor the market and competitors' every move?
Competitive Information: 1. Number of competitors, names, addresses? 2. Market sales volume, market share, and changes? 3. Competitors' salespeople profiles (age, experience, position, tenure) and abilities (product knowledge, sales skills, etiquette, attitude, habits, character, dealer trust)? 4. Competitors' annual policies, engineering machine policies, market management systems; periodic channel stocking and payment policies? 5. Competitors' market personnel assessment systems, including manager, salesperson, and guide supervisor compensation? 6. Competitors' price changes; overall price adjustments; engineering machine price changes; terminal information including prices, retail volume, and promotions.
Customer Information: 1. Leadership, decision-makers, and purchasers' names and backgrounds? 2. Organizational structure and employment system? 3. Company scale (capital, sales, employees) and position in the industry? 4. Competitiveness (potential) and credit (payment ability, settlement terms, cash flow, banks)? 5. How is the path from purchase decision to order formed? 6. What is the transaction situation with competitors?
(6) Have innovative spirit and believe that being different is success.
Change fixed thinking and concepts. Successful companies are often innovators in their industry. A qualified salesperson must open their mind and use unique methods to open new markets. The company actively encourages reasonable suggestions, using everyone's perspective to examine every corner of work. Can you discover a new market?
Case: Shoe Market Development on an Island
A shoe company boss sent two salespeople to an island to sell shoes. After a while, both returned. One said, "People there don't wear shoes, so there's no market. I came back to explore other markets." The other said, "People there don't wear shoes, so there's a huge market. I came back to get a shipment."
(7) Calculate every economic account and pay attention to every small detail.
Salespeople must be sensitive to numbers, quickly converting all policies and information into specific figures. They must consider details, not only treating work seriously and doing small things meticulously, but also finding opportunities in details to achieve success. Read "Details Determine Success" in your spare time. Can you see opportunities in numbers? Do you pay attention to details?
Case: Farmer Selling Scallions
An old man sold scallions in town at 7 cents per jin. A man said, "Why not sell them all to me at the same price? You won't have to go to town every day. But I'll buy them separately: 4 cents per jin for the bulbs and 3 cents per jin for the leaves." The old man thought, bulbs plus leaves equals 7 cents per jin, so he agreed happily. The man cleverly used division, creating the illusion that the parts sum to the whole, but actually he paid only half (3.5 cents per jin) for the scallions.
(8) Have good psychological resilience and never-give-up spirit, and strengthen self-confidence.
Arnold Schwarzenegger—few movie fans don't know this name. But we're not talking about his films, but his psychological resilience, tenacity, and relentless pursuit of success. The biggest obstacle to successful selling is fear and terror, and the resulting giving up is the biggest taboo. No matter when, where, or what happens, tell yourself, "Never give up!" No matter how many failures, find the root cause and error details, and most importantly, never give up. There is no permanent failure, only final success.
Case: He was born in a small town in Austria. A chance trip to America convinced him he must make a name for himself there. After setting his goal, he pursued it unwaveringly. His training schedule in Southern California: seven days a week, six hours a day. Before entering Hollywood, he was rejected 1,855 times. Each rejection strengthened his resolve, and on the 1,856th audition, he succeeded! If you were Schwarzenegger, how many times would you persist?
Case: Churchill's Secret to Success
One day, a reporter asked Churchill, "Mr. Churchill, I hear you have three secrets to success. What are they?" Churchill smiled and said, "My first secret is never give up; my second is never, never give up; my third is never, never, never give up!"
(9) Have the ability to stay calm and adapt to unexpected situations.
The ability to handle affairs is more about adapting to sudden difficulties, which reflects a person's true optimistic and calm psychological quality. A professional salesperson must be able to talk to people in their own language, tell the biggest lies with the most sincere attitude, and make the other party always believe you are telling the truth. In unexpected situations, will you be caught off guard or handle them calmly?
Case: Story on a Train
During the early reform period, on a train from Shanghai to Nanjing, a well-dressed young man sat opposite a young woman, chatting amiably. Midway, the man went to the restroom. The woman followed, closed the door, and said, "Hand over your valuables, or I'll cry 'harassment'!" The man was startled but said nothing. He thought, "What to do? I need a plan... Got it!" He looked at her with confusion and made hand gestures. The woman panicked, muttering, "Damn! A deaf man!" The man took out paper and pen and wrote, "What did you say? Need help?" The woman snatched the paper and wrote, "Deaf! Hand over your valuables, or I'll cry 'harassment'!" The man laughed, grabbed the note, and said, "Will you still shout?"
(10) Act immediately!
Jefferson said, "If you delay your pursuit of goals, you may fall into irredeemable ruin." If you want to be an excellent, successful marketer, you must have the drive and spirit of "act now." By acting immediately, you'll develop the habit of easy action. Procrastination like "later" or "why hurry" is a major taboo for marketers and a terrible enemy that numbs and deceives you. The "later" mindset steals today's marketing power, robbing you of opportunities to influence prospects. Imagine the joy of achieving your goals; this imagination will motivate you to act now. Act now!
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