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