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How To Think Like A Top 20% Producer PDF Print E-mail
Written by Mike Brooks SocialTwist Tell-a-Friend   

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If you don't know after fully qualifying and listening to your prospect what it's going to take to get the sale, and who isn't a real buyer, then you've got problems -- big problems.
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I hope this resonates with some of you out there. The next time a prospect blows you out, ask yourself - "How am I feeling right now? Scared or grateful?" Your answer will tell you a lot!
I was speaking with a sales manager last week, and she was telling me how frustrating it was trying to motivate her reps to make cold calls. "They seem afraid of the people they are talking with, and would rather do anything other than cold call," she said.

"It's because most of them are looking at it the wrong way," I told her.

"What do you mean?" she asked.

"Let me explain. 80% of sales reps believe that each prospect would be a buyer for their product or service if they could only pitch them. What frustrates them is getting blown out and told no over and over.

"Every now and then when someone does buy, it leads them to believe that most prospects would buy if they just had the chance to present their product or service." I said.

"And how do the Top 20% think? She asked.

"The Top 20% knows that the opposite is actually true. They know that only 1 out of 10 or 20 or more people they speak with are deals for their product or service, so they are happy to disqualify out the non-buyers and move on to the next prospect.

"When a prospect blows them off, or doesn't want the information, or is uncontrollable or rude, the Top 20% silently thank them for revealing themselves as non-buyers, while the other 80% let these prospects ruin their day.

"That's the difference between Top 20% thinking and the other 80%." I told her.

"I see," she said. "And how do I teach my reps that?" she asked.

"Through proper training and repetition," I said. "Some will get it and others won't. The most important thing you can do is train them properly," I said. I then introduced her to my various training programs...

I hope this resonates with some of you out there. The next time a prospect blows you out, ask yourself - "How am I feeling right now? Scared or grateful?" Your answer will tell you a lot!


Mike Brooks
About the author:

With over 20 years of inside sales closing experience, Mike Brooks has been billed nationwide as Mr. Inside Sales. Once a bottom 80% producer, Mike learned and perfected the skills of Top 20% producers and became the number one sales rep out of 5 Southern California branch offices. Author of the hot new book, The Real Secrets of the Top 20%: How To Double Your Income Selling Over the Phone, Mike's proven techniques, strategies and skills are used successfully by companies in industries such as securities sales, high-tech sales, pharmaceuticals, equipment leasing and other business to business applications. Mike combines proven, current tactics and skills with personal experience to provide a motivational and practical presentation.  



 
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