| Good salespeople are aggressive, dynamic types. | | | | and, at the end of this long journey you will be |
| Everybody knows that. | | | | completely worn out. |
| There are plenty of good salespeople out there. | | | | But, most importantly, great salespeople are great |
| They have good product knowledge. They have | | | | because they want to get the most out of |
| good selling skills. And they are likable. | | | | themselves. The big money is a byproduct of |
| The more competition you have, the more | | | | being great. Its just another way of keeping |
| products that can do the same or similar things as | | | | score. |
| yours, the more you need to help and advise | | | | Winner Take All |
| your customers, not just sell to them. | | | | Selling is a winner take all competition. The |
| Great salespeople are an extremely valuable | | | | customer rewards the winner at the expense of |
| commodity because they are in such short supply. | | | | everybody else. If you are even just slightly |
| So, what are the bottom line differences between | | | | better than your competition, you will earn much, |
| good salespeople and great? | | | | much more money. |
| Great salespeople are continually trying to better | | | | Lets say you and I are competing salesmen, |
| themselves. They are always layering on new | | | | going after the same big account. If you are only |
| skills while honing the skills they already have. | | | | 2 percent better than I am - follow-up, service, |
| Dont just be GOOD. Many of your competitors | | | | closing ability, etc. and you make the sale, do you |
| are good and theyre doing everything that they | | | | get only 2 percent more commission than I do? |
| can to be better. Become dissatisfied with good. | | | | Of course not. You get it all. You get 100 percent |
| If you are good want to be excellent. Then | | | | and I get nothing. |
| become dissatisfied with excellent. When you are | | | | That's why a very small increase in your ability or |
| excellent, want to be outstanding. Continue along | | | | effectiveness can lead to a very large increase in |
| this path as far as you can. | | | | your income. |
| Great salespeople also have a higher level of | | | | Here is the one thing that you can do to give |
| ambition than ordinary salespeople. Sure, they | | | | yourself that extra advantage over your |
| want all of the things that money can buy, such | | | | competition. This is the one strategy that can |
| as bigger houses bigger cars and more interesting | | | | catapult you from good to great. By adding this |
| vacations. They also want the non tangible things | | | | one weapon to your arsenal you can guarantee |
| that money can buy such as respect, admiration | | | | yourself that you will dramatically increase your |
| and more freedom. | | | | income. |
| Another big difference between good and great is | | | | The solution is to study and understand how your |
| that great salespeople have a love for selling. | | | | customer is going to use your goods or services |
| Now, you and I both know that its possible to | | | | in depth. The best salespeople see things through |
| make a great deal of money selling without having | | | | their customers' eyes. You must not only profile |
| any love for it. So, whats the big deal? | | | | your customer, you must profile their customer |
| The big deal is that at the end of a long career in | | | | too. |
| sales, you have been competing against people | | | | Thats it. The fastest way to dramatically increase |
| who do love it. This means that for your entire | | | | your sales is to understand and help your |
| career you have been competing against people | | | | customers customers. |
| who are willing to invest more time, and more | | | | CONCLUSION |
| energy in what they do for a living because they | | | | Each and every single day, we are being tested |
| love what theyre doing. | | | | as salespeople because clients and prospects vote |
| Putting more time and energy into any endeavor | | | | with the dollars they spend. |
| will almost always lead to greater success. This is | | | | Show the buyer how they will make or save |
| as true for selling as it is for playing chess, playing | | | | money by using your goods or services. It is |
| piano or playing baseball. | | | | even better if you can translate that into dollars |
| Imagine working for thirty years competing | | | | and cents. |
| against people like that. For most of your career, | | | | Do these things and I can assure you that you will |
| you will feel like the salmon swimming upstream. | | | | have all of the great successes that your heart |
| You will have had a very long, very tiring journey, | | | | desires. |