What single defining trait separates the consistently exceptional salesperson from the rest of the pack?
The highest producing salespeople have a myriad of talents that the less inclined lack.
A greater level of enthusiasm and motivation, better organization and planning skills, an ability to achieve personal goals, a burning desire to be number one, an unwavering belief in their product or service and of course the discipline to simply work harder, or in many cases smarter, than the average Joe.
In some sales circles these talented few are referred to as Sales Champions, or even “Eagles” (as opposed to the lowly “ducks”) sitting high above the flock.
They deserve the accolades, the attention and the financial rewards that accompany their success.
We admire them and deservedly so.
Like the exceptional athlete or performer, they practice, drill and rehearse until the actions involved in making the sale happen are finely tuned and instinctive.
They make it happen. Their viewpoint in regard to life, not just the art of selling, is one of “cause” as opposed to “effect.”
In other words they are predisposed to believe that they make the day, the day doesn’t make them.
Ironically, of all the successful attributes listed earlier this is the one that is the easiest to implement, immediately.
After all it is simply the decision to be “cause” over the upcoming sale, nothing more.
Ever listen to an athlete being interviewed after he has made the game-winning jump shot or the match-winning final putt?
The basketball player will talk about how he envisioned the final result. He “saw” the basketball pass through the rim and heard the swish it made when it hit nothing but the net.
The golfer “read the putt” correctly and heard the clink of the golf ball as it dropped into the cup.
Oh what a feeling!
Can our “average Joe” do the same; can he start by envisioning the day and making it happen? Most definitely!
Joe may not be able to describe or explain his product or service in such eloquent terms as the Eagle but he can make the decision to make the day by starting with his own three-step game plan.
Step 1: Finish those niggling tasks, the incomplete projects that never seem to go away but continue to distract and draw your attention to the past. The paperwork that has yet to be faxed over to the corporate office, the mileage logbook that still needs filling in, the receipts lying in piles in your car that still need organized, and the list of prospect and current client emails that needed to be followed up on yesterday.
Get organized. Clean your space. Finish every “incomplete.” Start with a fresh slate. Look to the future.
Step 2: Focus on tomorrow’s sales appointment. Get specific.
Who are they? What can you glean about them from some online research?
Formulate exactly how your product or service might solve the problem they are having. If they called into your office asking to see a company representative then track down what marketing piece (advertising or otherwise) they responded to. This will give you clues to their motivation, what specifically was your promotional piece offering that they wanted to take advantage of?
Find success stories from prior clients that will back up your product offering.
Drill the handlings to possible objections they may have to your offering. Money? Time? Other bids or proposals?
Step 3: Envision the sale.
Remember, you’re not “wishing” for the sale, far from it.
What you’re really doing is making the decision this prospect will become a long term client, at the same time refusing to allow any self-doubt or ‘reasons why” this prospect will not buy from you to enter your mind…
Then fill out the contract in advance. Yes, take a blank contract and fill out their company name and address, the prospect’s name (regardless of whether they are the final decision maker or not) and place dollar amounts in the total contract and deposit columns.
Make the number reasonably large but not unrealistic. If you sell advertising and the monthly payment for one advertisement is $3,000 then make it a yearly contract worth $36,000.
Think big. Just like The Donald.
“I like thinking big. If you’re going to be thinking anything, you might as well think big.” Donald Trump.
At the end of the day your decisions towards your prospects and your belief in your ability to make long term clients of them will make or break you.
Take the three steps above or add your own, you won’t regret it, just remember, you make the day, the day doesn’t make you.
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