Good salespeople are aggressive, dynamic types. Everybody knows that.
There are plenty of good salespeople out there. They have good product
knowledge. They have good selling skills. And they are likable.
The more competition you have, the more products that can do the
same or similar things as yours, the more you need to help and advise
your customers, not just sell to them.
Great salespeople are an extremely valuable commodity because they are
in such short supply. So, what are the bottom line differences between
good salespeople and great?
Great salespeople are continually trying to better themselves. They
are always layering on new skills while honing the skills they already
have.
Don’t just be GOOD. Many of your competitors are good and
they’re doing everything that they can to be better. Become
dissatisfied with good. If you are good – want to be excellent.
Then become dissatisfied with excellent. When you are excellent, want
to be outstanding. Continue along this path as far as you can.
Great salespeople also have a higher level of ambition than ordinary
salespeople. Sure, they want all of the things that money can buy,
such as bigger houses bigger cars and more interesting vacations. They
also want the non – tangible things that money can buy such as
respect, admiration and more freedom.
Another big difference between good and great is that great salespeople have a love for selling.
Now, you and I both know that it’s possible to make a great
deal of money selling without having any love for it. So, what’s
the big deal?
The big deal is that at the end of a long career in sales, you have
been competing against people who do love it. This means that for your
entire career you have been competing against people who are willing to
invest more time, and more energy in what they do for a living because
they love what they’re doing.
Putting more time and energy into any endeavor will almost always lead
to greater success. This is as true for selling as it is for playing
chess, playing piano or playing baseball.
Imagine working for thirty years competing against people like
that. For most of your career, you will feel like the salmon swimming
upstream. You will have had a very long, very tiring journey, and, at
the end of this long journey you will be completely worn out.
But, most importantly, great salespeople are great because they
want to get the most out of themselves. The big money is a byproduct of
being great. It’s just another way of keeping score.
Winner Take All
Selling is a ‘winner take all’ competition. The
customer rewards the winner at the expense of everybody else. If you
are even just slightly better than your competition, you will earn
much, much more money.
Let’s say you and I are competing salesmen, going after the
same big account. If you are only 2 percent better than I am -
follow-up, service, closing ability, etc. – and you make the
sale, do you get only 2 percent more commission than I do? Of course
not. You get it all. You get 100 percent and I get nothing.
That's why a very small increase in your ability or effectiveness can lead to a very large increase in your income.
Here is the one thing that you can do to give yourself that extra
advantage over your competition. This is the one strategy that can
catapult you from good to great. By adding this one weapon to your
arsenal you can guarantee yourself that you will dramatically increase
your income.
The solution is to study and understand how your customer is going
to use your goods or services – in depth. The best salespeople
see things through their customers' eyes. You must not only profile
your customer, you must profile their customer too.
That’s it. The fastest way to dramatically increase your sales is to understand and help your customers’ customers.
CONCLUSION
Each and every single day, we are being tested as salespeople because clients and prospects vote with the dollars they spend.
Show the buyer how they will make or save money by using your goods
or services. It is even better if you can translate that into dollars
and cents.
Do these things and I can assure you that you will have all of the great successes that your heart desires.
About The Author
investment advisor with 45+ years of Wall Street experience. He has
been regularly featured in The Wall Street Journal and New York Times.
He writes and speaks on sales, customer loyalty, and the stock market. http://www.garywollin.com
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Distributed by Hasan Shrek, independence blogger. Also run
online business ,matrix,internet marketing solution ,online store script .
Beside he is writing some others blogs for notebook computer ,computer training ,computer software andpersonal computer,Cyber Forest,internet weapon,talk about business ,business is my blood ,hasan's blog ,cyber business
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