2nd of 3--Top 10 Things Top Sellers Do!

Below, you'll find some additional things (#4 thru #6)that Top Sales Pros engage in regularly that avaergae sellers do not. Again, just as with my last post, we need to understand that they are top sellers for a reason and that success leaves clues. These areas that I am addressing in the last post, this post, and my post next week are a solid "blueprint" for anyone to use in the construction of a stellar sales career.

4-Plan-Prepare-Practice
The Top Producers always seem to have a plan. It all starts with major clarity on their goals. They are very clear on the WHY so the WHAT and the HOW become their focus. The Heavy Hitters go into every call with a purpose and a higher level of preparation. They have run through all the “what-if” scenarios. They have thought through, written down, and practiced the questions that they will ask. They have mentally run through everything from the customer’s prospective. They are prepared to “open” the customer more effectively and practiced at transitioning to the “close” of the sale. They know the solid IMPACT statements and questions at the right time because they plan them, prepare them, and practice them ALL the time. BTW, they don't practice on the customer....they "inspect in private what they expect in public."

5-They Brand Themselves in Their Marketplace
The Cream of the Selling Crop make sure that they are “known-for” something in the marketplace. They create a buzz about who they are and what they know or do by becoming visible to those who may use their product or service. They realize that being a vendor is a tough gig because vendors are a dime a dozen, unless the customer only wants to pay a nickel. The Best of the Best want to be known as the EXPERT. They do the things necessary to position themselves in the marketplace as THE CHOICE rather than A CHOICE. They take the time to write articles and have them published in magazines and newsletters that their customers read. They get out of their comfort zones and look to speak at industry events that their customers attend. They constantly and consistently “touch” their prospects, customers, and clients in a variety of creative and value-add ways to ensure top of consciousness in the minds of the buyers. Top Pros always seek to create “Only Me” value to the sale. They realize that if they are not "visible" then they are "in-visible." They also undertand that if they are not known for somethingthen they are good for nothing!

6-They are Willing to Lose
All too often, most salespeople don’t take the risk of asking for the YES because they are afraid to hear the NO. The Top Sales Pros understand that they are in the NO taking business. They also understand that their success is highly dependant upon their willingness to “crash and burn” in failure. Jeffery Gitomer once sated that “Most people won’t risk asking because they fear the unknown. The real reason that they won’t risk is because they lack the preparation and education that breeds the self confidence (self-belief) to take a chance.” The great Wayne Gretzky once said that “You miss 100% of the shots that you never take.” And so it is with the best salespeople: They get out in front and risk it all for themselves, for the customer, and for their career because they know that most of their competition will STOP when the pressure of the potential loss gets too high. I try to teach the following to my kids, "The answer is always NO until you ask them to say YES!" The worst that can haappen is that "NO" is now clearer! ASK for it!