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Why Are Some People Consistently Successful?
For many salespeople trying to replicate their high performing peers is frustrating because they often cannot understand what makes them successful. The answer really is quite simple, successful selling is about key sales skills that combine with high levels of product knowledge to produce a positive outcome. Top performing salespeople get the combination of these key factors right most of the time. In addition they will often tackle things they don't enjoy doing in order to achieve their goals. For many salespeople prospecting effectively is a classic example of this point. Top performers regard each rejection as a step nearer to success, others see it as a step further way from that elusive appointment; how do you or members of your team view this rejection?
Another point to consider is that sales success is often based on the things you cannot see i.e.
- Effective Planning
- Regular Prospecting
- Constant Networking
- Meticulous Preparation
For many salespeople being shown a successful presentation is one thing but getting them to understand the rationale behind the content is another. If you really want to learn from someone who is a star performer ask them to take you through the whole chain of events that led to the winning of a specific deal. Why did they take a particular approach or focus on a specific point? Starting from the beginning you will discover that there is much more to their success than meets the eye. The good thing is that this success can be replicated if you take the time to first understand and then adopt similar thought processes. Underpin this with excellent product knowledge and core sales skills and you are on your way to improved sales performance.
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Top performers set high standards and tend to reach them!
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It Does Work!
The Sales Motivation philosophy and approach to sales development is the result of 20 years consistently successful sales and sales leadership performance. During my career I have won many multi million pound contracts with household names such as Vodafone, Allianz Cornhill, Prudential and the NHS. In each of these examples winning the contract was a direct result of me utilising the right combination of knowledge and skills referred to above. Firstly and specific to each opportunity this powerful combination was the basis on which personal credibility with the key decision makers was established. For the recipient this trust added significant weight to the value of the proposal and the consideration it was given. In summary it was the value of and not the cost of the proposition that successfully moved these opportunities through a clearly defined sales process. If I can do it, so can you!!
Tony Greenidge
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Following the example of a good role model is the first step to you becoming one! |
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