30 Things High Achieving Sales Professionals Usually Do
Many salespeople go through their entire sales career without being exposed to what those at the top of the selling profession do that sets those high achievers so far apart in their income and the results they achieve that seem unfathomable to those who sell at average, or just above average income levels. Yet in most cases the difference between the two is generally minimal and that minimal level can be the difference in incomes of 2, 3, 5 or 10 times, or more, of what the average or the above average earn.
To explore some of these differences, there are just 30 of the things that the High Achieving Sales Professionals do well that others may not do as well or may not do at all. As you read through these, compare what you presently do to what you read here.
If the difference isn’t that great, it may be the reason others are earning many times more because they constantly strive to do those same things to the best of their ability, then strive to improve on what they already do at a level others don’t. Then over time, as they improve on that one point, so does their level of income, together with the clients they get to see and the opportunities they get to work.
Some say that the better you work at selling well, the better the law of attraction works in you personal and sales life. In turn, the more you are blessed because of the personal and financial favour the law of attraction magnetises in your direction, the more favour keeps coming your way.
In point 10 we read . . .
Are high-performance salespeople there because they’re good, or are they good because they’re there? The answer is both. The high-performance achievers are there because they’re good, and stay good because they are already there
. . . and that’s the truth. So please read on and think on what you believe you too could experience if you could just work at getting better at one, two or 10 of the points revealed here.
1. Your Self-Image Influences your Ability to Sell Well
According to surveys conducted with the “Fortune 100” companies in the USA, the most important trait anyone can posses is the ability to sell yourself and your ideas to others. And that’s all about self-image. Those with a high self-image sell both well. The survey also concluded that the better one’s self-image the better the ability to sell yourself and your ideas to others. On a scale of 1 to 10, where would you rate yours?
2. Analysing to Improve Sales is what the High Achiever does
The ability to analyse is important – especially to a salesperson. Yet very few analyse the value of each call, then worked out how much each call has cost. This is one of the things the high achiever always seems to be aware of, the above average achiever works on less frequently, but the average achiever never attempts.
3. High Achievers are only a Fraction Better than the others
What is high performance selling? It’s simply above average production. In many cases no more than a fraction above the expected average. Racers win by hundreds of a second, jumpers win by very small margins indeed, yet they earn many times more than those coming second, third or fourth. Most competitions are won by very small margins, and the same applies to sales. If you only improved enough to be a fraction better than your competition, you too could earn many times more than those coming second, third or fourth.
4. Here’s the Reason High Achievers Earn More
All salespeople make exactly what they’re worth. The reason why the high performance individuals earn more, is that they are more focused, more structured, more professional and better goal setters than the above average, average and sub-average performers. Apart from that, they are usually nicer people to know and get along with.
5. Good Listeners are Fully Involved with their Prospects
Research shows that good listeners are involved in external reality – the affairs of others. Whereas poor listeners are involved in internal reality – their own agenda. And the only way to stay focussed on external reality is to go into the call with a pre-determined goal to listen to the prospect and absorb as much of what he/she says as possible. Invariably the poor listeners will turn the focus on themselves.
6. Professional Salespeople don’t “Pitch” – they “Present”
The professional salesperson knows only too well to never pitch a prospect but to present a potential customer. Once the salesperson accepts the difference, and then makes a point to try it for themselves, they will notice how much better their call is accepted.
7. Trial Presentations are Not Ideal – but Can Work for you
The only time a trial presentation works is if it’s done with the permission of the prospect. But never do this without the projects permission, and only as a prerequisite to ascertain whether you’re talking to the right person. This simple exercise will help requalify better. There are still those that want you to present to them. Many of these are people that can say no, simply because they don’t
8. Professionals Know it’s all About Accountability
For the next day, week and month take some personal ownership in your present sales effort and your selling results. Now translate that that to your overall effort. It’s all about personal accountability, isn’t it?
9. Just Concentrate on One at a Time –You’ll Achieve More
Don’t sell too many products at one time, doing that may confuse your prospect. Instead, just concentrate on the one product, the one idea and the one solution at the one time, and you’ll soon learn that you will achieve more than you ever could going “bulk.”
10. High Performance Salespeople are Good because . . .
Are high-performance salespeople there because they’re good, or are they good because they’re there? The answer is both. The high-performance achievers are there because they’re good, and stay good because they are already there.
11. Professional Salespeople never contemplate Excuses
Don’t even spend a microsecond thinking about excuses. Instead, focus your attention on specific and written action steps that will help you reach your goals and have a positive impact on selling results.
12. When Smart is Not Smart
Those that go out of there way to tell the world how smart they are – aren’t. Why should they? Actions speak louder than words.
13. Never Entertain Good Intentions Without Knowledge
High performance people understand that a well thought out learning programme is a foundation for progress. They also understand that excitement and good intentions without knowledge are nothing more than frustrating and useless.
14. Professionalism and Integrity are Paramount
Here’s simple two point plan that will improve your results and gain the respect of your peers and customers alike more than any other factors. Professionalism and integrity. On a scale of 1 to 10 for each, how would you rate yours?
15. Professionals Never resort to Outdated Methods
Those that move back into old tactics usually only get results from those that can identify with them – the aging population. The older the old trick – the older the prospect will need to be to appreciate the trick.
16. Selling is an Evolutionary Process – Learn and Update
In selling it’s always time to change or upgrade what you are doing. The old adage of “if it ain’t broke, don’t fix it,” generally doesn’t apply after a year or so, if a new product is released by a competitor or if the market changes and the buyers requirements change. Sales is an evolutionary process. Just like any other professional, a good salesperson is continually learning and updating his or her skills.
17. Professionals Understand “Different”
Talk different. Apply a selling style that’s different from your competition. Ensure what you’re selling is seen to be different from your competition. Above all, be sure what you’re presenting stands out from what competition has to offer. The rule of thumb is – talking different pays better too. Keep that in mind.
18. High Performance Professionals Master all things
Handling rejections is a problem all sales people have to deal with on a regular basis. Some more than others. Whether the rejection is because of lost sales, negative responses, cancellations, or a variety of other reasons, the high performance professionals are masters at handling each of these situations. They simply understand that each negative is one step closer to a successful outcome, be it for an appointment, a presentation or a sale.
19. When Things Turn Sour, go in with Both Barrels Blazing
Learn to appreciate there are times when you’ll get two orders on the one call. They are usually, “Get out and stay out”. When this happens, don’t let the situation affect you. The best remedy is to make a “Cold Call” as quickly as possible – and go in with both barrels blazing.
20. The Cost of Arguing is Too High – Take Control
The best definition I’ve ever heard of an argument is, “An argument is simply a discussion that has got out of control.” And never lose a friend or a sale over an argument – the cost is too high.
21. Professionals knows how to Respect their Prospects
The more you care for and/or respect your prospect, the better job you end up doing for them. Don’t believe me? Then the next time you present to a high-profile personality be it in business, the arts, sports or social scene, just monitor the level of care you extend. The fact is, if you put the same effort into every call you make, your sales (as well as your income) will soar.
22. Professionals know how to Respect their Superiors
Professionals never refer to their superiors or the company as they. That distances them from being able to negotiate on behalf of their company. They simply use we. And that automatically elevates their position in the eyes of the prospect and greatly strengthens their negotiatory ability.
23. High Achievers Expect High Rejection when Cold Calling
Most salespeople avoid cold calls because they take time and hard work to nurture. The same salespeople also know if they don’t call on these prospects, they’ll never have to suffer being rejected. Yet rejection only becomes an issue when the salesperson takes rejection personally. High achievers expect a high rejection level in cold calling. That’s why they make more calls – and generate more new business.
24. Professionals Prepare their Questions Prior to the Call
Ask different questions. Start by asking questions that don’t include “Ahs” and “Ums.” It’s something that’s almost impossible to do when your questions aren’t prepared prior to the sales call. A clear indication what you’re asking isn’t a very good question, is when you ask a question and the customer responds “What do you mean?” The whole concept of asking fabulous open-ended questions is what good selling is all about. The better the question, the better the response will be.
25. High Achievers Replace Negatives with Realistic Positives
Fear is a negative symptom which grows at the level of the negative self-talk you give yourself. The more you implant your mind with negative thoughts and results, the more the fear grows. The only way out of this cycle is to replace the negatives with realistic positives – and that’s exactly what the High Achievers do.
26. Professionals Really Prepare and Rehearse “BIG TIME”
Ask questions. Have a prepared and rehearsed product presentation. Have a prepared and rehearsed response to common objections. And have a prepared and rehearsed way to ask for the order. It’s called being a salesperson, and it’s what sets you apart from the run-of-the-mill average seller that just wings it under prepared.
27. Professionals Really Understand the Questioning Process
In order to do the best job for your prospect you’ll need to ask the right questions. Some should be routine, and others more personal. Respect the fact that they may decline to answer the personal ones. However, most prospects are usually more co-operative if you let them know that whatever they tell you will remain confidential, even if you write down each answer. The secret to a good questioning technique is good communication.
28. Professionals Pay Careful Attention to Answers
Whenever you ask a question you need to pay careful attention to the answer. If you don’t, the cost can be very high for not listening and carefully evaluating. The more you develop your listening skills, the more questions your prospects will co-operate with.
29. High Achievers do Necessary Sales Things Habitually
Here are just some of the things high achievers do habitually. They handle detail to perfection; have positive habits; develop a strong support system; keep promises; ask for referrals; are long term high level performers; work to call objectives; don’t take repeat business for granted; prepare; never pre-judge; have positive habits; and are never indifferent. But remember, these are just some of the things they do habitually, how do you compare?
30. Professionals are Always in Control of Any Crisis Period
Succeeding or failing depends upon attitude and this is never truer than in challenging times. In good times, we don’t pay much attention to our attitude, but challenges are constant in our lives, so if we are to succeed, you must keep our attitude positive, even in times of crisis. This is because most of the time, we are either moving into, in, or out of a crisis period.
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This Article is by Peter Collins – In a sales career spanning more than 53 years, Peter Collins has focused on helping and bringing out the best in others – whether it involves training or mentoring salespeople, managers, business consulting to SME’s. Since the 1970’s Peter has built a reputation as a Nationally and Internationally Published author, and has 68 business books to his credit, but he is mainly known for one book based on the Audio Tape series of the same name, Over 50 Ways of Closing the Sale. Peter had his first book published in 1969 and now has over 133 books in all, including Business, Marketing, Sales, Free Publicity, Body Language, Music and over 30 Christian books to date. Peters books have sold over 2.5 Million copies of his books over 49 years. In his personal life, Peter has been sought after as an encourager and motivator that has given of his time and talents freely despite his busy schedule. Subsequently, he has assisted churches, pastors, community and charity groups, as well as individuals through his teaching, training, development and on-going mentoring.
© Copyright Peter Collins, Profit Maker Sales, Sydney, Australia, 1994, 2002, 2007, 2011, 2015, 2017, all rights reserved. Peter can be contacted through his website – profitmakersales.com
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