Brian Ellis

Here is my success code for high-performing salespeople: Examine your level of self-awareness. 

How large is the gap between where you think you are and where you are in terms of success? Be honest! 

You may meet some great people and have some interesting conversations. Still, you will probably not build business relationships to deliver an ongoing stream of qualified referrals. 

I am fascinated by the way salespeople define success. 

It is usually very personal and intimate and reflects their perspective on their own life. 

Do you "sell to live" or "live to sell"?

I have been training salespeople for years and have found a common trait in the highest performers: they "live to sell."

Many of us fall into the trap of wanting to provide a proposal to show the prospect all the products or services you or your company can provide. 

Not sure whether you should spend time creating a proposal for a buyer?

Try using the 'let's pretend' concept - that is, 'let's pretend the proposal meets all your requirements. What happens next?' 

Imagine this scenario.

You're at a networking event. Across the room, you see the key decision maker at your biggest prospect picking at a plate of appetizers.

Consider, for a moment, the process that scientists go through to have their papers published in their relevant journals (e.g. The Scientific Journal, The Lancet, etc.,).

Have you ever killed a sale by bringing up an irrelevant feature to your prospect?

The other day someone shared with me that they had a sales call and were "hopeful" the prospect would place an order.