You’ve probably heard the phrase, “Those who can’t do, teach.” That may be true in professional sports, but not in the world of sales. I’ve found the best teachers are those who can “DO” and have “DONE.”

Even the most rewarding careers in sales include times filled with rejection and self-doubt. Hearing insights from sales superstars about how they’ve tackled these challenges is far superior to what I could ever learn from someone without hands-on experience and proven success.

In that vein, I’d like to share the next installment in our “Superstar Salespeople Share Their Best Sales Tips” series – this time based on a sit-down I had with Lisa Fontillas, Regional Vice President at Sonitrol Security, while at ISC West.

After talking about her career and lessons learned, I asked Lisa to share three of her best tips for salespeople. Here’s what she said:

Always believe in yourself.

And make sure you convey that confidence to those around you.

Lisa talks about how when you walk in the door to the office or a client, you need to put your game face on. Anything you have going on at home, leave that at home, because it will affect your presentation and the confidence you exude. When you present like you believe in yourself, your clients will pick up on it and believe in you too.

Sales has unlimited opportunities.

Don’t let others limit your potential. Lisa reminds us that each of us can decide how much we want to make and nobody can tell us differently. The world is brimming with security sales opportunities. She says, “It’s just a matter of how hard you want to work, and how organized you can be.”

I couldn’t agree with her more. Companies that encourage performance through well-structured compensation plans, with sales software tools that centralize sales data and automate process, save invaluable selling time, and create a win-win situation for individual salespeople and the organization as a whole.

Find your passion.

This is so true. Lisa stresses that you should find a product that you really believe in and then become the subject matter expert on it. It’s hard to convey enthusiasm about all you know when you don’t believe in the product.

Ain’t that the truth!?  

It’s hard to fake passion, especially over the long haul! Do yourself a favor and make sure you truly feel good about the products, services, and company you represent. That way, selling isn’t just about the money; it’s about helping clients in meaningful, solution-oriented ways.

Thank you, Lisa, for sharing with us! 

Below you can watch a short video of our conversation.

Will you be the next features Sale Superstar? We’re’ looking for the best! Reach out and remember … there can never be too many Superstars in the Security Sales Galaxy!