Higher than Doctors, Lawyers, Athletes, Entertainers, and in many cases, they earn more than the CEO!
The problem is that 95% of all sales producers earn less than $100,000 income per year!
So, what differentiates the top sales producers from the rest?
The Number One Differentiator
Nearly all sales people within the Top 1% utilized a
consistent sales process when dealing with new and existing business. An analogy would be to look at the game of chess. Chess Masters do not simply sit down and wing it. They begin the game with a process: a series of moves to set up their opponent. To win in the game of chess one must be very calculated in their approach.
When you examine the stereotypical sales person, they are the direct opposite. Their follow the leader, wing-it approach puts them immediately on the defensive, and the chase is on.
Top performers utilize a series of questions designed to get directly at what will move the buyer. Like a heat seeking missile they strategically probe the prospect, like a lawyer in a deposition focused in on getting the information they need.
Most sales people do just the opposite. They enter the meeting and based on not having a course of action they find themselves in the witness chair being interrogated, followed by defending a position that rarely has a chance.
Does this sound familiar? How long can you afford to allow this to go on? Presidents and Business Owners: Remove the Major Sales Obstacles and Poor
Sales Performance that negatively impact Growth.
Get your Free CEO Tools here today to gain answers to the problems inherent in Hiring, Managing and Motivating Sales People.
Let’s first examine some of the most common mistakes that negatively impact your bottom line.
The Most Common Reason for Sales Failure
Most salespeople begin with a new prospect focused on attempting persuade and convince them to buy their products and services. Attempting to persuade or convince a person to buy your rope, without first allowing them to see the hole they are in, the depth of the hole and the fact that the water is rising is perceived by the prospect manipulative persuasion tactics, which most prospects resent. This creates an environment of sales resistance, resulting on longer sales cycles and results in low closing rates.
The Top 1% know that persuasion and convincing are obsolete sales tactics. They utilize sales tactics that are compatible with the way the human mind works. For example, let’s look at what we refer to as an Emotional Visual Usage Scenario. It is used in virtually all Infomercials you see on television. A human being must first visualize a usage scenario, to “feel” the pain, discomfort or fear that will begin the process of moving them towards a solution.
Example # 1: Weight loss products. They don’t begin by presenting you with the skinny fit person. They first begin with the overweight unfit person speaking to you about their self- dissatisfaction and problems associated with being overweight. They want to create some level of pain association.
Example # 1: Car Wax. They don’t begin by showing you a beautiful gleaming red Corvette. They first begin by showing you and describing the negative effect that the sun, acid rain and other elements can have on the exterior of your vehicle. They help you to draw a conclusion which is the opposite of someone trying to convince them.
The Second Most Common Reason for Sales Failure......
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