We all know of sales people who seem to perform their jobs like magic. They make so much money that they couldn’t spend it all even if they wanted to. They are confident, secure, articulate, knowledgeable, and they simply make it happen. They close business with customers who everyone else said were unclose-able. It must be magic, right? No other explanation could possibly identify why those people do it so consistently while other sales people consistently fall short. It doesn’t matter what market you put them in, what product you tell them to sell - they just do it and they do it better than anyone else.
For the record, I do not believe in magic!!! Do you?
If you do, then you should get out of sales today for you have become blinded by the showmanship of the master and you’re missing all the preparation, all the blood, sweat, and tears which allow that person to look so at ease while they kick your butt!
Sales is many things, but magic, it is not.
• Sales is, in its mastery, an ability to listen and hear what you are being told, even when it is not verbalized.
• It’s asking the right question at the right time and determining whether the answer will or will not help you to accomplish your goal of making the sale.
• It’s understanding your products, but not necessarily every detail of them - it’s understanding what it is about your product that will make someone buy it instead of your competition.
• Sales is not about turning prospects into friends, it’s about making them allies - allies who can help you sell your product - they will only help you if they believe in you and your product and your ability to make them look very intelligent for suggesting your solution.
• Sales is about asking the hard-to-ask question “can I have your business” and asking it at the right time, in the right way, to the right person, and coming home with signed contracts.
• It’s also about time & stress-management. You have to prioritize your activities and you can not waste time. Wasted time adds stress to the already stressful existence of the sales professional - you can not afford to have undue stress!
• Sales spins on an axis called confidence. You simply can not doubt yourself. Confidence must permeate your very being. You will not reach your pinnacle until you have this on your side.
These are my views on what sales excellence requires. I encourage each of you to seriously consider whether you can and will be able to move toward these goals. If you can, you will find success beyond your wildest expectations!
Robert Mark Gross is a Senior Manager for a Fortune 100 company. He graduated Summa Cum Laude with an MBA from the University of Mississippi in 1997. Since 1989 he has been a top performing seller who has translated his skills into a career in B2B management, leading sales team and organization turn-around efforts across the Southwestern US.
Tags: best, Confidence, excellence, preparation, sales, success, win
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