Higher than Doctors, Lawyers, Athletes, Entertainers, and in many cases, they earn more than the CEO!
The problem is that 95% of all sales producers earn less than $100,000 income per year!
So, what differentiates the top sales producers from the rest?
At Peak Performance Sales Training, we studied how the Top One Percent of Salespeople in 140 industries sold, VS the rest.
The Number One Differentiator
Nearly all sales people within the Top 1% utilized a consistent sales process when dealing with new and existing business. An analogy would be to look at the game of chess. Chess Masters do not simply sit down and wing it. They begin the game with a process: a series of moves to set up their opponent. To win in the game of chess one must be very calculated in their approach.
When you examine the stereotypical sales person, they are the direct opposite. Their follow the leader, wing-it approach puts them immediately on the defensive, and the chase is on.
Contact Peak Performance at 866-816-0991 to discuss options to resolve these issues within your company.
Top performers utilize a series of questions designed to get directly at what will move the buyer. Like a heat seeking missile they strategically probe the prospect, like a lawyer in a deposition focused in on getting the information they need.
Most sales people do just the opposite. They enter the meeting and based on not having a course of action they find themselves in the witness chair being interrogated, followed by defending a position that rarely has a chance.
Does this sound familiar? How long can you afford to allow this to go on? Presidents and Business Owners: Remove the Major Sales Obstacles and Poor Sales Performance that negatively impact Growth. Get your Free CEO Tools here today to gain answers to the problems inherent in Hiring, Managing and Motivating Sales People.
Let’s first examine some of the most common mistakes that negatively impact your bottom line.
The Most Common Reason for Sales Failure
Most salespeople begin with a new prospect focused on attempting persuade and convince them to buy their products and services. Attempting to persuade or convince a person to buy your rope, without first allowing them to see the hole they are in, the depth of the hole and the fact that the water is rising is perceived by the prospect manipulative persuasion tactics, which most prospects resent. This creates an environment of sales resistance, resulting on longer sales cycles and results in low closing rates.
The Top 1% know that persuasion and convincing are obsolete sales tactics. They utilize sales tactics that are compatible with the way the human mind works. For example, let’s look at what we refer to as an Emotional Visual Usage Scenario. It is used in virtually all Infomercials you see on television. A human being must first visualize a usage scenario, to “feel” the pain, discomfort or fear that will begin the process of moving them towards a solution.
Example # 1: Weight loss products. They don’t begin by presenting you with the skinny fit person. They first begin with the overweight unfit person speaking to you about their self- dissatisfaction and problems associated with being overweight. They want to create some level of pain association.
Example # 1: Car Wax. They don’t begin by showing you a beautiful gleaming red Corvette. They first begin by showing you and describing the negative effect that the sun, acid rain and other elements can have on the exterior of your vehicle. They help you to draw a conclusion which is the opposite of someone trying to convince them.
The Second Most Common Reason for Sales Failure
Most Salespeople fail to establish Professional Equality. A major contributing factor is their own perceived self-worth, or lack thereof. They simply don’t believe in themselves therefore why should anyone else!
Side Effect #1: Failure to immediately level the playing field. They fail to gain commitments from the beginning of the process and wonder why the prospect fails to commit to anything during the process. For example, return call commitments, follow up meeting commitments, additional Decision Maker commitments or providing necessary information commitments. At the end of the day, and at the end of the process (the prospects process) your sales people having given up time, expertise and self-esteem, which in many cases, is to the benefit of your competition!
Side Effect #2: Lack of respect. This type of sales person is simply not respected. This common issue, in and of itself, ends up putting you and your product or service immediately into commodity status. Pricing is cut simply to remain in the game and your margins take a hit. Again, how long can you continue to accept this lack of performance?
The Third Most Common Reason for Sales Failure
Most salespeople believe they know what it takes to build rapport. Yet they don’t know the real meaning of rapport. Rapport is a French derivative of reporter, or to bring back, report, or to give back.
Most prospects are far more concerned about whether they can trust and respect you. Therefore, you must learn how to immediately understand your prospects buying style and adapt to your prospect, giving back to them what they are putting out, magnetically attracting them to you and your offering.
The traditional sales person knowingly, or unknowingly attempts to get the prospect to like them, which is an inherently manipulative process. Sales people unknowingly and subconsciously sell to others, the way they would want to be sold. The problem here is that there are many different buying styles you will encounter, and unless you identify and adapt to your prospect, you have significantly reduced your chances of being a top performer. For example, the stereotypical, verbally expressive, back slapping sales person will immediately disconnect with the direct, get down to business prospect, who has no time to waste. That relationship is over before it begins.
Buyers generally do not buy from you because they like you; they buy from you because they “are like you”. Giving back, or “being like” your prospect creates a far more trusting relationship putting your prospect at ease, opposed to being on the offensive. Contact Peak Performance today at 866-816-0991 to discuss viable options