Professional Selling

Why are some salespeople more successful than others?

In any group of 100 salespeople starting fresh, why is it that, within 90 days, 20 percent of them will be producing 80 percent of the sales? What are the qualities, characteristics and attributes of successful salespeople in every field? What do they do differently from their less successful colleagues? The purpose of this module is to begin to answer these questions.

The aim of every salesperson in every field must be to join the top 20 percent in sales and income. The top 20 percent always earn good livings, are always employed and in demand, and always enjoy their work the most. One study of thousands of insurance agents showed that those in the top 20 percent earned, on average, 16 times the income of those in the bottom 80 percent. Those in the top 1 percent earned as much as 50 times the average of those in the bottom 80 percent. What accounts for this incredible disparity in income and results?

One explanation is that top salespeople are “brilliant on the basics.” They have taken the time to develop critical marginal differences in attitude and ability, what is called the “winning edge.” This has translated into enormous differences in sales.

Top salespeople today have been analysed and interviewed to find out what makes them tick. What emerges from these studies is the finding that they have the ability to enter into friendly relationships with a great number of different prospects and customers. They can establish rapport early and build high levels of trust in the course of the sales process. In fact, personality factors probably account for 80 percent or more of sales success.

Interpersonal effectiveness is based, more than any other factor, on the self-image and self-esteem of the salesperson. Salespeople who like and respect themselves tend to like and respect their customers. In turn, their customers tend to like and respect them and are willing to follow their product or service recommendations.

This fast-moving programme holds key ideas that you can use to begin improving your sales effectiveness immediately.

• Becoming Brilliant on the Basics
• How to Stay Motivated
• Personal Management Skills: The Inner Game
• Personal Management Skills: The Outer Game
• Product and Industry Knowledge
• Analysing Your Competition
• Developing Competitive Advantage
• Setting Sales Strategy
• Prospecting for Customers
• Qualifying Your Prospects
• Three Keys to Persuasion
• Three Keys to Persuasion
• How to Make an Effective Presentation
• The Power of Suggestion in Selling
• Establishing Megacredibility
• Handling Objections
• Asking for Action/Closing
• Following Up After the Sale
• Asking for Referrals
• Applying the Pareto Principle to Selling
• Committing to Excellence

• Sales Management Competencies
• Whole Company Customer Focus
• Marketing Management Strategies
• Published Articles
  • Managing Sales
  • A Strategy to grow your sales
• Case Study
• Testimonials