If you are reading this article right now, then chances are you need to perform better on your sales career. It shows that you are prepared to take the time to search out hints and techniques that will give you an edge on your competitors. That is a fantastic thing.
However, are you ready to really commit to doing what which can catapult you into this rarified atmosphere of high sales producers?
They’re the ones who are always at or near the top of the revenue production list every month, constantly winning the sales competitions, and who always appear to be in a good mood Of discounts for students. They are positive, optimistic, and they have that feeling that no matter what occurs to the prospects or the economy or the business, they will find a way to succeed.
Years ago I heard a sales motivator say that if you are eager to the do what many sales reps are not willing to do, then soon you will be able to do and enjoy and have the things that most sales reps won’t ever manage to.
When I heard this announcement, I had been a fighting sales rep, and I was tired and sick of being sick and exhausted. I had been at a crossroads in my career, and I was either going to locate a different way of earning a living, or I was going to go back to college and get from earnings entirely.
What I decided to do was commit to being one of the very best producers. I heard another motivator state that if the grass looks greener on the other side, then you want to fertilize your lawn. He said you don’t need to change where you should succeed, but rather you can bloom where you’re planted.
And I had lots of examples of that in the company in which I worked. There were 25 sales reps, and while the majority of them had varying degrees of inconsistent achievement (I call those the 80% of the any sales team), there were also the leading manufacturers who consistently were in the peak of the sales graphs. They were the people who made the most commissions, drove the nice cars, went to the fun vacations.
These top producers were also the people who made it seem simple. They seemed to fight; rather, they seemed to know what to do. It was inspirational and intimidating at the exact same moment. It wasn’t until I finally chose to be one of these that I saw just how much time and subject and effort they become the best.
Though it did take some time, money and lots of effort for me to go from where I was as a fighting sales rep, together with devotion and determination I became the number one sales rep at the company at 90 days. And the habits I designed enabled me to be the number one rep from five branch offices only nine months later.
And also you can do it, too. The fantastic thing is that success leaves clues, and in case you are prepared to invest the time, effort and money into completely changing your outcomes, your own life and your family’s life, then you possibly can. You can bloom where you are planted, and you can start enjoying the things that top producers take for granted – what many sales reps will never get to enjoy.
I guarantee that if you embrace this 1 attribute, then nothing will keep you from success…
The Top Characteristic of Top Sales Producers: Top producers have made a commitment to doing what’s required of you to be a leading manufacturer.
Earlier this year I was asked to give a keynote speech for a business of a bit over 100 sales reps. Before I do any of these kinds of discussions, I always ask to do a phone interview with their best manufacturers. I achieved to their high sales rep, a woman working in Canada who’d been with the company for only 15 months.
What was intriguing about this sales rep was that she had come from a completely different sector – not earnings – and yet in the course of approximately a year, she’d become the top sales rep for every one of the U.S. and Canada. As you can imagine, I had been anxious to talk to her.
What I found out is what I constantly learn about leading manufacturers. After she joined the business, the first thing she did was make a commitment to work harder than another any person there, and to learn and practice the top principles of qualifying and closing sales.
I asked her about her loved ones and children and she said that’s what weekends were too.
When asked how many cold calls she made in a day, she told me about 100. The average sales rep in the business made about 25. I asked how she could create so many calls and run appointments, and she said she began early, and made calls during the afternoon – while awaiting an appointment in the area, after and between appointments, and then she left a few more in the day when others have long left the workplace.
When we spoke about the particulars of this selling and the way she competent, she told me she gave her pitch on the initial appointment telephone, told the prospect that she would subsequently show them exactly what she simply described and that at the end she would request a yes or no. Was her very last query on the appointment telephone.
Once onsite, if the prospect tried to delay making a determination, she reminded him/her they promised to commit at that time – no or yes – and she then began closing for the sale using proven, scripted (memorized and delivered naturally) closes that worked the majority of the moment.
If the prospect only would not commit, then she requested them to get a choice made by the close of the day (or next morning in an evening appointment), and she subsequently called back to the yes or no. When it’s a no, she proceeded on.
If you break down what this number one rep did (and continues to do) to be this successful, you will discover that she does “what most sales reps are not willing to do.” First, she has made a commitment to working harder and smarter than most those other reps in the business. When most sales reps continue to be in home drinking coffee, she’s making calls. When most sales reps are shuffling their leads or thinking about lunch, she is still making calls.
And when many sales reps are set off with a stall at the end, she starts closing when she receives an objection.
And that enables her to create double what the average sales rep gets, and triple what a third of the struggling repetitions make.
When I was at this annual sales conference, the company was giving out the awards, the bonus checks, and the family vacations and other perks. This top manufacturer got all of those benefits, accolades and pats on the back. Another top producers (nine of them) acquired different awards as well. They got increased quotas, increased stress and following three days in the conference, they moved back to their jobs to struggle along for one more year…
The bottom line in any career or profession is the top actors are committed to putting in time and effort to be the best. They’re ready to pay the price for success by staying after practice to maintain working, by placing in the time for movie study or playbook study, and they are willing to do whatever is needed to perform on top of the game. That is true of top athletes like Michael Jordan, Peyton Manning, Tiger Woods, etc., and for top Studio musicians, professional dancers, and any other professional.