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5 Qualities Of Best Performing Salesperson
We live in a world of B-Players
In every organization, there are a few A-Player who do exceptional things. And a ton of B-Players who do a decent job but never achieve excellence. The paradox is that A-Players and B-Players have the same skill-set. The key difference between them is mindset.
Your mindset determines the results you will get in any endeavor. For example, let’s take a look at the sales industry. In a typical sales team, 5% are A-Player, 60% - 70% are B=Player, and the rest are C-Players.
Let’s take a closer look.
Here is the sales process in a nutshell.
1. Get appointment
2. Do the presentation
3. Handle objections
4. Close the deal
5. Get referrals and go deeper into the account
It’s hard to find a salesperson that has all five of these abilities. If a salesperson is weak in any one of these it can have a huge impact on their overall performance. In a recent survey, sales managers estimated 40% of a salesperson’s earning potential gets left behind.
In the US we spend about $7.8B in sales training to fix this problem. The only problem is most of the time it does not work. If it does it does not last for long.
For example, if you have a salesperson doing an ineffective behavior (caving in on price). We can invest in sales training and coaching to help them change. Very seldom do salespeople actually make the change. Sometimes people change for a little while but revert back to their old behaviors quickly.
Here is what I have found in over 20 years of researching this problem. Underneath every behavior is a belief in our unconscious that controls it. Think of this belief as a black hole of gravity that locks the behavior in place. So no matter how hard we try we can’t change it. And sometimes we do but the gravity is so strong it reverts back after a day, a week or a month.
The way I see it, the sales department is an engine that keeps a business running; so it is no surprise that sales managers, business leaders, and salespeople stay up nights trying to figure out how to increase their sales effectiveness. Sales training companies—seeing an opportunity—are staying up nights trying to figure out how to sell their services to you. A few moments ago, I did a Google search on “sales training” and had 9,500,000 results returned a split second later. Sales training is big business, but does it get the job done?
According to Selling Power Magazine, American companies spend over $7 billion a year on sales training to improve their sales performance. According to ES Research, the premiere sales training effectiveness Research Company, sales training fails over 80% of the time within 80 days. Clearly something more than sales training is needed. This “5 Proven Ideas” eBook adds the missing ingredient that makes your sales team much more effective.
Our beliefs create our mindset. Our mindset determines what behaviors we will do and the behaviors we won’t do. If you want to get better in any area of your life whether it is sales, leadership, or life itself you need a stronger mindset.
This website is dedicated to teach people, teams, and organizations mind training. With a stronger mindset they can overcome any obstacles that stop them from becoming exceptional.
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