3rd of Three--The Top 10 Things Top Sellers Do!

Below, please find the final 4 areas in which the Top Sales Professionals spend time and focus that most sellers do not! Again, if you follow the belief that success leaves clues, these are 4 more clues to your continued sales success!

7-They Recognize Opportunity and Take ACTION Faster
Top Sales Professionals do not get more opportunities than all the rest. It just seems that way because they are always on “high receive” looking for it. They put themselves in situations where opportunity tends to be present. They understand that opportunity at first can look like problems, challenges, or adversity. The further understand that CHANGE is often at the base of opportunity. They realize that this is true from their perspective and from the customers-and thus, therein lies the opportunity. They don’t hesitate. They don’t sit around strategizing. They take action! When most people are wondering if it will work, the Top Sales Professionals are getting the awards for getting it done! Events get attended with different purposes. Articles get read with different eyes. Conversations get heard with different ears. The main ingredients are awareness and initiaitve!

8-They are a Resource
Top Producers are the go-to people for their customers. They have the answers to their customers’ questions and the solutions to their problems. They realize that world is full of “Takers” that will come in and “take” the customer’s time, “take” the customer’s order, and “take” the customer’s money, but rarely, if ever, add anything of value to the relationship. Top Producers realize that, in order to continually be valuable to the customer, they need to become more than a vendor. They need to know the customer’s world as well or better than they know theirs. The Best of the Best always “bring something to the table” that changes the outlook of the customer and makes them think or perform in different ways. The Top Pros are there for more than the order; they are there through thick and thin, providing the value of their expertise and knowledge to those whom he cares about the most-his/her customer.

9-They Take Time to Re-Charge
The Heavy Hitters do a lot of things that most salespeople will not do. This takes time, energy, passion, commitment, and focus. All of the results that they get come from hard-work and dedication to the job. The Best of the Best not only know when to do these things, they also know when to “shut it down” and re-fuel. Even the fastest cars (the ones that are winning) in Nascar races have to make their occasional pit-stop to re-fuel and get ready for the next leg of the race. They cannot continue to win the race unless they do. So it is with Top Salespeople. In order to keep winning the race of professional sales, they need to have a quality of life outside the selling marketplace. The Best of the Best know that the only reason to be in this game (sales) is to have a better life and more of it! We find that these cats take longer/better vacations, schedule more time with their families, dig deeper into “outside work” passions/hobbies, and overall get more out of life than those who “work the grind.” They realize that enjoyment and passion are synonymous with Success and if too much WORK goes into one area over another, the enjoyment and the passion start to fade.

10- They Take What They Do Very Seriously Without Taking Themselves Too Serious
The Best of the Best in sales realize that they are in a profession. Just like all professionals, there are expectations that customers hold them to. A doctor has expectations that not only will she have a good bedside manner, but that she will know her area of expertise to such a degree that human lives may be placed in her care. A lawyer has expectations to know not only the law (today’s law) but to also know everything else about his area of expertise such that success or failure at the hands of a jury is entrusted to him. And so it is with sales professionals:
The Top Pros know that The Profession of Sales is for Sales Professionals. As professionals, they know that the 9 areas that I have listed above require their constant attention. They realize that the solutions that they can and do provide for their customers can change lives and affect so many. And yet, with all of that in mind, they go into the battle each day with a light heart and a sound attitude knowing that they will hear no. They realize that having FUN is a vital part of the game and that most people would rather do business with a friend than with a salesperson. And so they strive to be light hearted and heavily focused to gain the trust of the people with whom they choose to engage.