Good salespeople are aggressive, dynamic types. Everybody knows that.
There are many good sellers out there. You have good product knowledge. They have good sales skills. And they are sympathetic.
The more competition you have, the more products you can do the same or similar things as your products, the more you need to help and advise your customers instead of just selling them.
Great sellers are an extremely valuable asset because they are so scarce. So what are the differences between good and good sellers?
Great sellers are constantly trying to improve. They constantly layer on new skills while improving their existing skills.
Do not just be GOOD. Many of your competitors are good and do everything to be better. Be dissatisfied with the good. If you are good, you want to be excellent. Then I dissatisfied with the dissatisfied. If you are excellent, you want to be outstanding. Follow this path as much as possible.
Great sellers also have a higher ambition than ordinary sellers. Sure, they want to buy all the things that can make money. They also want the intangible things they can buy.
Another big difference between a good and a good seller.
Well, you and I know that it is possible to sell a lot of money without being interested. So what’s the big deal?
It is that at the end of a long career in sales, you’ve struggled against people who love it. Because they love what they do. If you invest more time and energy in your business, it almost always leads to more success. This is just as true as playing chess, playing the piano or baseball. Imagine you have been working against such people for 30 years. For most of your career, you want to feel like the salmon that floats upstream. You want to be a very long and exhausting journey, and at the end of this long journey you will be completely exhausted.
But mostly, great sellers are great because they want to get the most out of themselves. The big money is a side effect, to be great. It’s just another way to hold points.
Winner Take All
The sale is a winner who takes all the competition. The customer rewards the winner at the expense of all others. If you are even better than your competitors, you will earn a lot, a lot more money.
Let’s say you and I are competing sellers, chasing the same account. If you only make 2% better than me (follow up, service, closing capacity, etc.) and you make the sale, you will receive only 2% more commission than me? Of course you do not get everything, 100% and nothing. That’s why there is a big increase in your income.
Here’s the only thing you can do to give you that extra edge over your competitors. This is the only strategy that can catapult you from good to excellent. By adding this to your arsenal, you can afford to significantly increase your income.
The solution is to study and understand how your customer will use your goods or services – thoroughly. The best sellers see the eyes of their customers. You must not only profile your client, you must also profile his client. That’s all. The fastest way to dramatically increase your sales and help your customers.
Every day we are tested as sellers because customers and prospects vote with the dollars they spend. Show the buyer how he will win or save money using your goods or services. It’s even better if you can translate that into dollars and cents. Do these things and I can assure you that you will have all the great successes that your heart desires.
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