Sales and business consultants often discover that clients are more than willing
to pay them $300 or more per hour for advice and then rarely put that
advice into practice. They know what they have to do to achieve success, but
they’re unwilling to take that essential next step — implementing the plan.
to pay them $300 or more per hour for advice and then rarely put that
advice into practice. They know what they have to do to achieve success, but
they’re unwilling to take that essential next step — implementing the plan.
After setting your goal and drawing up a solid plan, put your plan into action. If
it doesn’t quite work, make the necessary adjustments and try again. Successful
businesspeople rarely succeed on their first attempt. They fail, learn, make
adjustments, and persist. Unsuccessful people fail and give up or never even get
started. I’ve known salespeople who have stuck with a prospect for 14 months
and then given up only to discover that the customer decided to buy in the 15th
month. If it were easy, everyone would do it.
it doesn’t quite work, make the necessary adjustments and try again. Successful
businesspeople rarely succeed on their first attempt. They fail, learn, make
adjustments, and persist. Unsuccessful people fail and give up or never even get
started. I’ve known salespeople who have stuck with a prospect for 14 months
and then given up only to discover that the customer decided to buy in the 15th
month. If it were easy, everyone would do it.
Weaving Advanced Selling into Your Life Watch the top performers in any profession and you observe a quality that
they all share — almost every single one of them loves what they do. Even if
they weren’t getting paid to do what they do, they’d probably still be doing it.
they all share — almost every single one of them loves what they do. Even if
they weren’t getting paid to do what they do, they’d probably still be doing it.
My co-author, Joe, spent some time with the folks at Incredible Technologies,
creators of the most popular coin-op video game on the planet — Golden Tee
Golf. He interviewed the game testers — the quality control people who tested the video games 8–12 hours a day. One of the questions he asked was,
“What do you guys do when you get home at night?” Their answer, “We play
video games.”
creators of the most popular coin-op video game on the planet — Golden Tee
Golf. He interviewed the game testers — the quality control people who tested the video games 8–12 hours a day. One of the questions he asked was,
“What do you guys do when you get home at night?” Their answer, “We play
video games.”
To become a top salesperson, you have to love selling, and then you have to
live it, as I explain in the following sections.
live it, as I explain in the following sections.
Don’t let success drive you to failure. If you’re a top salesperson, you will
eventually be asked to be the sales manager. I highly recommend that you
pass on this “promotion.” Managing salespeople is no job for a top salesperson.
It’s downright toxic. Not only would you find it frustrating, but you
would probably end up driving the other salespeople right out the door. If
you own your own business, avoid promoting your top salesperson to manager
for the same reasons.
eventually be asked to be the sales manager. I highly recommend that you
pass on this “promotion.” Managing salespeople is no job for a top salesperson.
It’s downright toxic. Not only would you find it frustrating, but you
would probably end up driving the other salespeople right out the door. If
you own your own business, avoid promoting your top salesperson to manager
for the same reasons.
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