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."
They love prospecting for new business opportunities.
They love being in the role of "closer."
Their sales quota is a benchmark they regularly exceed because just hitting quota makes them "average."
They don't hide from the fact that they sell by putting words like "account manager" or "territory manager" on their business cards.
They have turned the buyer-seller relationship into a game-A game with rules that they create!
All games have rules. Here are the rules to which the upper echelon of salespeople are committed:
- You have to be a hunter to survive. Hunting means spending 60% of your month finding new prospects.
- You cannot manage time. You can and must identify and execute behaviors that enable you to master it.
- You must use a consistent process to close business.
- You set both professional and personal goals
- You continuously learn and implement new behaviors.
- You leave your ego out of the sales process.
FREE REPORT |
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All too often, our sales teams do flounder. Why? One big reason is that there is no clear understanding of the multiple criteria that determine what constitutes a qualified lead at any given stage… and no clear understanding of what is needed to move an opportunity to the next stage. |
