To be a top sales person requires the ability to go above and beyond the norm every single day. As a professional sales person, your job is to do things that are quite remarkable on a routine basis.
Think about what it means to make a sale from a cold call: You contact someone who has never heard of you and instantly develop a rapport. You then unearth and expose problems the person is having, which in many cases; they did not even know they were having. You then present a solution to the problem in the form of a product or service, which often they never knew existed. Then finally, you motivate the person to give you money for that solution. While some sales processes are not quite as quick, still, just closing sales is amazing.
The Next Level
Then, to be a top sales person, you have to consistently surpass sales quotas and break sales records, which actually means that you have to make HISTORY routinely. So how do you get to the point to do what is extra ordinary on an ordinary basis?
Climb Mount Kilimanjaro, Run the Boston Marathon
For the ordinary person, to climb to the top of a mountain or run and complete a marathon, just once in a lifetime would be an extraordinary accomplishment. Yet for some, like a couple in the U.S. I spoke with recently, such things are quite ordinary. Jane and Eric, both near 50 years old, have run a dozen marathons. Eric competes in duathlons, which may consist of a 20km run, followed by an 80km bike race and finishing with a short 10km run, or something like that, and Jane has been to the literal mountaintop several times.
I asked this dynamic duo how they managed to make such extraordinary practices seem so basic, and their reply maps so clearly to what we need to do as professional sales people, I thought I would share these three short tips with you.
Making the Extraordinary, Ordinary
#1: Train, Prepare, Get in Shape
While this tip may appear obvious, it seems many sales people do not take this seriously. While you must practice relentlessly and educate yourself continually, you also have to be in good physical condition.
Vince Lombardi once said, “Fatigue makes cowards of us all.” When your physical energy is lacking from little sleep or poor diet and such, it adversely affects your ability to withstand rejection, overcome objections and ask for the order with strength.
#2: Get Your Head Right
In addition to good psychical conditioning, you have to be mentally prepared. You need to focus on possible, positive thought and have an optimistic view of everything, even when everything seems to be going wrong.
Jane and Eric said they closely watch their physical AND mental diets. You have to be careful of what goes into your mind as well as into your body. You have to limit your intake of negativity, fear, pessimism and doubt. Try not to spend too much time with that colleague who does nothing but complain about how bad everything is all the time.
#3: Just Do It – ONCE
Finally, Eric and Jane say that you have to do whatever it takes to do that incredible thing—just one time. Sacrifice, push yourself, do what you have to do, but get it done just ONCE. Set that goal to break that sales record, be the top sales person of the month or reach that next level, and tell yourself that all you have to do is get it done ONE TIME. You can withstand almost anything for a short period of time.
Once you reach that goal, once you break that record, you will see that doing it again, is not quite as difficult. Then you will realize that reaching an even higher level is not that tough either.
All or None
As you can see, without #1 and #2, #3 becomes impossible. However, you do not have to climb a 20,000-foot rock or run a thousand miles every month to rise above the ordinary in sales. Just follow a few basic, not easy, but basic principles, and make a commitment to being an extraordinary salesperson.
Sean McPheat MTD Sales Training
Ok, when the sales person started with your firm, you thought that he or she was a prodigy. You then invested the time and money to get the sales rookie up to speed. You eventually established difficult, yet achievable goals and quotas.
A Big Deal
Finally, the sales person began to hit the mark. The first few times that happened, you where ecstatic! You clearly demonstrated appreciation for the hard work and dedication of the sales person with congratulatory statements, awards and spiffs. When the sales person began to achieve the numbers, it was indeed a big deal, as you know the work it requires.
The Uncommon, Common Place
Then, after the sales person begins to hit the mark over and over, week in and week out, and even with you constantly raising the bar, you know you have a winner; a superstar.
When that understanding sets in, you must be aware that often you now begin to EXPECT RESULTS that are above the norm from this person. You begin to lose the excitement and appreciation you once felt. The sales person’s uncommon sales results, now become a common occurrence.
The Thrill Is Gone
At this point, usually in sales meetings, the admiration and congratulatory recognition dissipates and it is simply the same sales star doing what he or she is expected to do. It becomes very easy to begin to take this person for granted.
You have to remember, that while the reaching that high-standard of achievement has become common place for the sales person, the effort and hard work remains. It is true that many parts of the sales process may have become easier and more routine for the sales star, continuing to deliver exceptional results, still requires exceptional effort.
Appreciate Every Drop
You have to take precaution about beginning to become lethargic in your appreciation of the achievements of those who constantly achieve. Usually management spends so much time working with and pushing those who fall short, that those sales team members that are exceeding, get little attention.
You must continue to pay attention to, recognise and truly appreciate the achievements of the superstar sales person just as if he or she achieved such success for the very first time.
MTD Sales Training
Everyone and anyone in the business of professional selling wants to know, “How can I become a top sales person in my industry?” Most sales people have a desire to be the best, and of course, that achievement requires working hard as well as smart.
However, with all of the millions of tips out there, I believe I can break this down into a few simple and basic things you need to do to reach the highest levels in your profession.
Just follow the B.A.S.I.C. s.
B = Believe
I know you have heard me say a thousand times that you must truly believe in what you sell. Yet, please understand that I say that because it involves more than just psychology or mental disposition. Your belief in what you do, or the lack thereof, will severely affect your technical ability to sell. Your belief in your product or service and the benefits to the customer, has to be much stronger than your personal desire for the commission, or it will hamper your ability to close.
A = ASK
You have to confidently and consistently ask for the order. Once again, I know some are saying, “Come on Sean, you told us that a hundred times.” Yet, please understand, most sales people do not ask for the order with enough strength and conviction to be successful; which brings me back to the B – Believe.
Unless you wholeheartedly believe that buying the product or service is the best decision for the prospective customer, you will have difficulty asking for the order after the second, third or fourth “NO.” The difference between professional persistence and nagging harassment is your personal conviction of the offer.
S = Science
You have to understand the science of your profession. By science, I am referring to the understanding of the mathematical logic and reasoning of your profession, the numbers, the equations, and the averages.
You must develop a transparent view of how you EARN your money and what your time is worth. You need to understand your closing average, average sale, and average earnings, so that you can see not only how much you earn on an average sale, but what earn when you DO NOT sell.
Calculate how much you actually earn for every sales presentation or interaction, whether you close the sale or not. Then set your goals on completing a certain amount of interactions, period.
I = Information Technology
Look, it is very simple; if you are not using every electronic and virtual tool at your disposal, you are a dinosaur. Today, things like CRM software, calendar-sharing, e-prosecuting, social media marketing, and a powerful internet presence are not luxuries; they are the foundational tools of the trade.
C = Care
I dare use the age-old adage, “People don’t care how much you know, until they first know how much you care.” When a prospective client can see that you truly have their best interest at heart and that you care more about their welfare and benefits more than you do about the money, that’s when you will begin to see success beyond measure.
As you can see, the BASICs start and depend on the B – how much you believe.
So, to be a top sales person…
Believe in what you sell.
Ask for the order with consistent conviction. use the
Use the Science of Selling.
Make efficient use of Information Technology
Seriously Care about your customer and your profession.
Follow the BASICs and you will enjoy an income and style of living that is any but basic!
MTD Sales Training
(Image by David Castillo Dominici)