Good to Great: How to be Best of the Best in Sales
Need Sales Motivation? Here’s some for you…
Most salespeople think they are great.
They are not.
Good salespeople do just enough to hold on to their jobs.
Let me tell you what (most) sales managers won’t.
- If you show up to work on time, you’re a good sales rep.
Great sales reps know that showing up on time means you’re already 15-minutes late.
- If you ask to “borrow” a sales book from your manager, you’re a good sales rep.
Great sales reps have a thirst for knowledge and buy their own books.
- If you ask questions in the morning sales meeting, you’re a good sales rep.
Great sales reps role-play.
- Good sales reps will pick up the phone and make their dials.
Great sales reps will know exactly what to say, when to say it, how to say it and why to say it BEFORE they ever pick up the phone.
Points 1, 2 and 3 above are decisions. Simple decisions that can be changed in an instant with your awareness of the choices.
Point number 4 is a different story.
I was once a “good” sales rep. And I hated it. I don’t want to be “good” at anything I do.
Especially when it comes to sales.
So, here’s how I went from making a measly $18k a year working in a mall, to earning well over $180k year over year as a straight commission sales rep.
I’m talking real money. Not pretend videos on social media of lavish lifestyles with rented private jets or Rolls Royces.
From Good to Great
I developed a sales system (a series of questions – delivered in a conversational way) that addressed, eliminated or handled the most common sales objections BEFORE they happened.
No longer did I have to try and overcome “no thanks, not interested or we’re all set” responses.
I learned exactly what to say to get hard to reach decision makers on the phone.
I threw away all the old sales tactics that weren’t working and created a line of sales questions that sparked conversations that would quickly identify a prospects hot buttons, pain points and buying motives.
Questions that got the prospects to see a problem they didn’t even know they had, till I called.
But I didn’t stop there.
I created new sales questions to ask that would reveal a prospects TRUE role in the decision-making process without putting them on the defense, identified their time frame and would even uncover their purchasing process.
One of the biggest objections sales people have to deal with when they go for a close is the “no budget” objection, so I went against the grain of conventional sales advice and created a step early in the sales process on how to ask the financial question and get the truth.
Mapping out the sales process and memorizing it was the game changer.
A simple sales system that worked no matter what industry I was in allowed me to exceed sales goals and eventually gave me the tools (and confidence) I needed to be able to build my own companies.
Sales is a wonderful profession. The more people you help get what they want, the faster you will get what you want.
But it comes down to what it is that you truly want.
Do you want to be good? Or do you want to be great?
Michael Pedone teaches outbound sales teams exactly what to say to get sales conversations started with hard to reach decision makers. He is the CEO/FOUNDER of SalesBuzz.com – An online sales training company.
Not Making Sales Quota? Let’s FIX That!
- How to Warm Up and Close Cold Leads
- Eliminate “No, Thanks”, “Not Interested” & “We’re All Set” Responses
- Neutralize Gatekeepers & Get Voicemails Returned
- Ask Engaging Questions Instead of Probing
- Improve your Qualifying Skills
- Give Stellar Presentations & Handle Objections
- Close Follow-up Calls and Get Targeted Referrals
- How to Set & Achieve Your Toughest Sales Goals
- Improve Your Time Management Skills