The best sales performers have skills, and abilities that average performers don't have.
This is far from the truth!
Every salesperson wants more. More sales, more customers, more money in their paycheck.
But rarely does the average sales performer realize that toget more, you must first become more. This means changing the way you think about yourself and your sales proccess.
Let's begin with the first decision you must make right now.
Ask yourself this question:
What do you really want?
The nation's top sales performers do not achieve an elite level of performance on accident. It is a goal that they have thought about on a regular basis. They write their goals down on paper, and read them daily. This creates an enviroment that transforms an idea or goal into a burning desire.
#1 To be a TOP SALES PEFORMER you must begin with changing your belief system.
Let's take a quick look at what you believe about yourself and your sales ability.
All of the results that you've been getting are in direct correlation to your self image. Simply put, this is the attitude you have about yourself, and your sales abilities. Let's say your earned $47,000 last year. Those results did not come about by chance. I'm here to tell you that you view yourself as someone who earns $47,000 a year. The same applies to the sales person who earns $150,000 a year.
These beliefs about your ability are not something your going to be aware of throughout the day. These beliefs are held in your unconscious mind. It's something your not thinking about.
These unconscious beliefs transforms into unconscious action throughout your work day, and ultimately add up to the results you are getting.
#2 We all know HOW to do better but we don't seem to be doing it.
Let's take a look at what you can do right now to start getting better results.
What are 3 things that you know you should do, and if you would do, would make a big difference in the results your getting in your sales? I know you may have the habit of skipping of things like this. Don't do it. Write them down.
NOW, ask yourself this question: Why are you not doing them?
Most people respond to this question by saying, "I don't know." and if that's your response... you are not alone. It seems like we're all "wired" to the results we're getting. The brain's job is to keep you safe; to keep you out of harms way. This means keeping you in your comfort zone, and away from unfarmiliar things.
Let's begin by understanding how the brain keeps you in the results your getting.
The brain operates much like a therostat in your home. The thermostat is set on 68 degrees. You know that if you open a window your thermostat is going to catch a deviation in the set goal (68 degrees) and kick on the heat until the thermostat reaches the set temperature.
It's no different in your sales results.
Let's say a sales agent sells something like a million dollars a year in whatever it is they are selling. They may have a week where they sell $250,000. They are way off course. The deviation is then picked up by the thermostat (your central nervous system) and they go right back course again selling a million dollars at the end of the year.
This is why many sales people can fire themselves up, and achieve great performances "sometimes" but not most or all the time.
Ask yourself, "what was my best month ever? What was my best year ever?" and understand these are benchmarks you have set for yourself, and your performance.
#3 TOP PERFORMERS have a different reward system
Let face it!
Most salespeople are motivated by money.. but the great ones are not. Let me explain:
When interviewing the nation's top sales performers they speak differently about their motivation.
Howard Myers, blinded Vietnam Veteran who finished number two in the United States in his very first year selling life insurance told us during an interview that his motivation wasn't to make more money - it was to help more people. Howard, is now a national sales trainer, and helped produce all 3 of these mindset shifts. His story "Soul of Success" is currently an Amazon best-seller.
Howard's mentor, Denny Floden (who is a multi-million dollar realtor) wrote the story with Jack Canfield (self-help and success expert) Chapter 9 of the book digs deep into defining what made Howard's year so extraordinary. You can download the chapter here for free.
He said he has "a PASSION to serve others, to find win-win situations, and to make a difference in other people lives"
Howard is not a stand-alone example. Hundreds of top performers agree. The greatest sales people have a higher motivation for helping others than they do making money. The money will come. The amount of money you earn is in a direct proporation to the amount of people you help!