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