You Don't Need More Sales Training
1. Am I able to secure and hold appointments with suspects?
2. When I identify a suspect as a prospect am I able to move the prospect through my sales cycle?
3. Do I know what to do and say to obtain a sale with a prospect?
4. Do I know how to do what I need to do to obtain a sale with a prospect?
5. Do I have enough knowledge in my area of expertise to answer most questions that prospects have?
You've probably had all the sales and knowledge training.
Have you noticed that those in the 60% club have been in the business for years? If "old Timers" can't break out of the 60% club in spite of their experience and knowledge, can you? Do those in the upper 20% just seem to have star power that you don't have?
What does the top 20% in your industry know that you don't? What do they do that you don't do? What skills do they have that you don't have? What are these elusive things that enable them to work less than you do yet earn more than you do? Why do clients seek them out and walk past you like you're chopped liver? Why are people attracted to them and want to be associated with them? Let's look at 3 of their top income producing secrets!
Secret #1 People aren't born with star power they develop it. In a relational business whether you call it star power or charisma it's a skill that can be develop. People who are charismatic are that way because they have developed the behavior of making other people feel important.
You make other people feel important by asking questions about them, truly listening to them, and by empathizing with their needs and concerns. Unfortunately we are often too busy thinking about what we need to do to get the results we want to focus on the other person.
Secret # 2 Everyone you meet is a potential prospect. While this statement in and of itself may be true, it is a guaranteed recipe for working harder with fewer rewards. When you are determined to hold steadfast to the position that you can sell to everyone, you look like everyone else in your industry and you stand out to no one! Focus helps you to become somebody that other people want to work with.
Secret # 3 Those in the top 20% club don't sell, they just help their clients buy. If you have a canned presentation and stick to the script you're just hoping the prospect will follow at the same pace. Arm wrestling and speeding do not develop relationships let alone relationships that puts more money in your bank account.
So, you really don't need more sales training but you do need to learn and follow the 3 secrets. You have the knowledge and skills to be in the top 20% club. You now need to learn, develop, and implement the secrets practiced by the most successful people in your industry. Become charismatic through your genuine interest and concern for others. Be the red jacket in a crowd of gray suits. And most importantly stop selling and start helping people buy.
Related Tags: money, knowledge, bank, cold, call, power, performance, buy, sell, skill, charisma, producer, star, prospect
Dan Light has 30+ years experience helping people and businesses improve their bottom line. Dan has coached well over one hundred individuals and helped them with achievements they did not think possible. If you would like to learn more about how Dan can help you grow your business please call him. He will be happy to discuss your situation on the phone at no charge. Call 540-439-2410 or visit Dan Light Consulting on the web at www.danlightdirect.com.Your Article Search Directory : Find in Articles
Recent articles in this category:
- Tips To Better Prepare Yourself For The House Buying Process
Everybody who has been through the process of buying a home will attest that it can turn into a very
- Gain Qualified Prospects With The Cash Cow Sales Funnel
I've had the privilege to work with hundreds of sales and business people all working hard to make m
- How To Write A Good Telemarketing Sales Script
By defining your specific selling process you will be able to apply a system that works over and ove
- The Popularity Of Antique Cabinets Over The Years
Ever since collectors have been hoarding pieces of value and interest, antique cabinets have been ar
- Guide In Selecting Clothes Hangers
One of the least respected areas in your home is your wardrobe. Most of the time it is stuffed with
- Does Mattress Manufacturer In China Reliable?
The time we spend on bed is almost 1/3 of our whole life! So it's very important for everybody to se
- What Makes A Good Salesperson
This fact is not hidden nor is this thesis cutting edge. There are a lot of personality and professi
- Proper Preparation Prevents Poor Performance: Tips & Tools To Increase Productivity
Prior proper planning prevents poor performance. It may be a tongue twister, but it's important to r
- Attractive Votive Candles
Impeccable range of candles and lanterns enhance home interiors. Simple yet elegant in design and fi
- Sales Articles - Do You Want To Find Building Maintenance Supplies In Your Area?
Building maintenance supplies are among key factors to protect buildings against excessive depreciat
Most viewed articles in this category:
- Cold Calling - A Surprising Way To Gain Insider Information
If you knocked on all the doors in your neighborhood, you'd learn a lot about the people who live ar
- How To Touch More Clients For Referrals
Interested in more referrals? Want to guarantee success in any referral marketing program? Here is a
- How to Embrace and Thrive in Today's Buyer's Market
As fun as the last few years were to be in a piping hot real estate market, it's now time to accept
- The Power of One
One is a very tiny number. However, it can have a tremendous impact on your revenues. Here are some
- Sell Your Customer What They Need
When it comes to selling your products it is important to ask your potential customers probing quest
- Profiting With Private Label Rights
There are three basic rights you should know about when it comes to resale rights marketing. T
- The Lazy Way to Increase Your Sales Immediately... without spending a penny!
Let’s start at the beginning… First up, how do you define an affiliate program, or affi
- Your Sales Self-Image
All sales success is the result of a foundation grounded in right attitudes and positive self-esteem
- Sales And Marketing - Let Others Do The Work
There are many different ways in which businesses of today approach potential prospects and customer
- The Financial Influencer
In my last article, I talked about the four influencers you have to deal with in a B2B sale. The fou