The 5 Secrets of the Top 20%

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The 5 Secrets of the Top 20%

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9 Habits of the Super Succesful

Follow you passion in life and become an expert in that field. Find out what you love to do and do it well! Read books, listen to audio programs, attend seminars, get a coach, and model other experts. Do whatever it takes to expand your knowledge. The Super Successful are all experts in their field.

{mosimage}Over the past few years, as I sought success as a Sales Professional and Sales Leader, I’ve been obsessed with reading every book I could find on sales, leadership, success, and spirituality. I believed that I was placed on earth to be successful and that I deserved to achieve my goals and dreams. After reading, listening to audio programs, and observing the action of the top salespeople and leaders in my company, I found that Super Successful people, from every walk of life, share 9 habits that have contributed most to their extraordinary achievements!

1. Set Clearly Defined Goals: This is obvious and it's in every self-help book ever written. But it's amazing how many people don't have clearly defined goals that are in writing, with specific dates for completion. If you don't have goals for yourself, what are you striving for? Goals give you a sense of direction and purpose. Once you start setting goals and putting them in writing, you will have a new enthusiasm to get up and go each morning! The Super Successful always have written goals.

2. Become An Expert: Follow you passion in life and become an expert in that field. Find out what you love to do and do it well! Read books, listen to audio programs, attend seminars, get a coach, and model other experts. Do whatever it takes to expand your knowledge. The Super Successful are all experts in their field.

3. Focus On What You Want: This is the fundamental Law of Attraction. Earl Nightingale said it best, "you become what you think about.” By focusing on only what you want, you will take the action necessary for achieving your goals. But remember, the Law of Attraction is a double edged sword because we will draw into our lives our most dominant thoughts, whether they are positive or negative. The Super Successful are always talking about, thinking about, and planning for what they want.

4. Take Action: To get what you want in life you must be prepared to take action! Life rewards nothing less. Writing down goals, and thinking about what you want is pointless unless you take the actions necessary to get what you want. The Super Successful don't wait for things to happen - they make things happen.

5. Serve Others: Earl Nightingale said, in his audio program, The Strangest Secret, "the success you have in life both professionally and personally is in direct proportion to the quality of service you provide." Your quality of service to prospects and customers will result in more sales. The more sales you have, the better service you provide to your boss and organization, which will result in higher compensation. The quality of your relationships with friends and family is in direct proportion to the quality of service you provide them as a friend or loved one. Think about it, are you the type of friend, that a friend would like to have or employee a company would like to have? Both personally and professionally the Super Successful always serve others first.

{sidebar id=11}6. Fill Buckets: Tom Rath and Donald Clifton illustrated this concept perfectly in their bestselling book, How Full Is Your Bucket. By complimenting and encouraging others sincerely you will not only make a positive impact on their lives, but you will feel better too! The Super Successful are always encouraging those around them.

7. Use Positive Words: There are millions of words in spoken language. Choose your words wisely! Words create meaning, so use your words to create positive meanings for yourself, others, and situations. Fantastic, excellent, awesome, can do… The Super Successful have an optimistic vocabulary.

8. Invest In Your Body: A healthy body begets a healthy mind. When you exercise, eat healthy, and get plenty of rest you will feel better, have more confidence, think more clearly, and enthusiastically attack the day’s work. The Super Successful treat their bodies as temples.

9. Be Consistent: It's not good enough to do things right every once in a while; it has to be every day. For example, if you want to get into better shape you must exercise every day. It doesn't do you any good to kill yourself once a month! The Super Successful are consistent and practice winning habits every day.

I have seen tremendous results both personally and professionally by working these habits into my daily routine, and I confident that if you practice the 9 Habits of the Super Successful, you will see results as well!

My Picture Learn more about Joshua by viewing his profile in the SalesGravy Community

{mosimage}Why is it that 80% of the sales and revenue in any company or industry is made by the Top 20% of the producers? And, more importantly, what you begin doing today to move into that elite group?

Here are 5 key concepts and techniques you can begin using today to take your sales to the next level:

1) Be Prepared with Scripts: Isn't it true that 90% of the time you get the same brush offs, put offs, and objections when you're dealing with prospects and clients? 80% of your competition is still ad-libbing their way through their presentations and they sound like it. The Top 20%, though, are completely prepared with proven scripts, rebuttals, and techniques that get them past gatekeepers, past smokescreen objections and to the sale.

2) Stop Qualifying leads and start Disqualifying Them. So many sales reps and companies still believe in the Sales Pipeline idea. "If we put enough leads into it, some will turn into deals." That attitude leads to a closing rate of about one in ten - and drains your energy and confidence. The Top 20% use a sales cylinder instead and understand that "You can't close an unqualified lead."

The next time your prospect tells you to "Send some information" ask them,

"Sure, and if you like what you see, when will you place an order?"

3) Use Assumptive Questions: 80% of your competition actually create smokescreen objections by asking closed ended questions during the first call. Instead of asking, "Are you the decision maker on this?" you should use the Top 20% technique of:

"Besides yourself, who else is involved in making the decision on this?" This eliminates the "Well, I've got to show this to..." objection that will come later because you'll know in advance who's involved in the decision process.

4) Isolate Objections, Don't Answer Them: The Top 20% wouldn't think of wasting their time chasing after smokescreens and so question and isolate objections instead. The next time someone objects to your price, say:

"I understand ________, and let me ask you: if the price on (your product) was right where you wanted to spend (or within your budget), but if price weren't an issue on this, do you feel this is the solution you'd go with - would you go ahead and place an order with me today?"

Any answer other than yes and this isn't the objection!

5) Practice Perfection: Practice doesn't make perfect, it makes permanent! Only practice of perfection makes perfect. That's why the Top 20% invest in, learn and use the most effective sales techniques on each and every call!