What three traits do the greatest sales professionals have in common? What new skill can you learn today, that will improve your sales tomorrow?
Zig Ziglar said, “Every person in every profession is a salesperson. Approach sales as an ongoing learning experience. We are continually learning the little things that make our careers as sales professionals.”
We have all encountered marvelous salespeople over the years, but what leaves a lasting impression on us is our buying experience not the salesperson. Although, many sales professionals eagerly extol how great they are; sales professionals who are top sales professionals in their industry have the following three traits:
1) They invest their time in a Mastermind group.
A Mastermind Alliance (a term made popular by Napoleon Hill in his book, “Think and Grow Rich“) is a group of people (usually 5-8 people) who help each other grow their businesses, achieve things personally, and hold each other accountable to their goals. They are top sales experts in their fields.
Dave “The Shef” Sheffield, motivational speaker and veteran of the sales industry says, “The Mastermind shouldn’t be comprised of people who are in the same industry, because it limits the diversity of ideas. There is a synergistic energy that blossoms when great minds focus on a common goal.”
Don’t wait until you are “successful” to join a Mastermind.
Morris E. Goodman as a young man dropped out of college because he lacked focus and direction. He was in the middle of a 13-week probationary period when he came across Napoleon Hill’s “Think and Grow Ritch”.
He went from being an aimless young man to aiming high, taking action on his goals and surrounding himself with great people. In 1981, he sold nearly $15 million in insurance policies in one year ($29.83 million in 2018 dollars) and was a member of the “Millionaire Round Table”.
Goodman said, “One of his mastermind members was Ben Feldman, a legend in the life insurance business who had $50 million in yearly sales.” Feldman philosophy was “The thicker the proposal, the stupider the salesman.”
Goodman said, “That one sentence was worth millions of dollars to me. I streamlined everything. I’d come in with one idea, and three or six months later I’d come back with another. Selling, I learned, is about building relationships, and that takes time.”
2.) Create an amazing experience
Have you ever visited an Apple Store? It is an amazing exercise of what a buying experience should be.
My husband and I purchased a new iMac Computer online and had it delivered to our local Apple Store.
When we arrived at the store to pick up our new purchase, we were greeted by our sales associate who knew us by name. (Actually, Apple devices send a signal to the employees with a customer’s name when they are approaching the store.)
Everything from the greeting we received, to the pristine artwork on the box, to the fact that our associate delivered the computer to our car was designed to impress. When your buying experience is impressive enough, you build tremendous loyalty.
In your business, follow Apple’s lead and hire associates who have a positive attitude , are enthusiastic and eager to help your customers, and love your products.
3). Invest in your relationships and communicate with your “ears”, not just your mouth. (Listen more, talk less.)
John Maxwell has an awe- inspiring “short course in human relations”: in his book, Relationships 101.
“The least important word: I;
The most important word: We;
The two most important words: Thank you.
The three most important words: All is forgiven.
The four most important words: What is your opinion?
The five most important words: You did a good job.
The six most important words: I want to understand you better.”
Maxwell says, “If you treat every person you meet as if he or she were the most important person in the world, you’ll communicate that he or she is somebody-to you.”
If you find yourself in a sales slump, heed the advice of the legendary Zig Ziglar and “Return to the fundamentals with a proper attitude”.
By learning the following 3 traits of the greatest sales professionals you too will improve your sales: 1) Join a mastermind group, 2) create an amazing experience for your customers, and 3) invest in your relationships and communicate by listening more and talking less .
Which sales trait will you embrace first?
Madeline Frank, Ph.D. is an Amazon.com Best Selling Author, speaker, business owner, teacher, conductor, and concert artist. She helps businesses and organizations “Tune Up their Business”. Her observations show you the blue prints necessary to improve and keep your business successful. Her latest book “Leadership On A Shoestring Budget” is available everywhere books are sold. If you need a speaker contact Madeline at: firstname.lastname@example.org