you will soon be able to have and enjoy the things that most sales reps will never be able to have.” Soon I was driving a better car, buying my first house, and winning the trip to Hawaii at the end of the year. I still remember the feeling I had being picked up in a limousine (paid for by the company) in Maui and driven along the coastline to my hotel on the beach. I can't tell you how grateful I am that I was willing to make that commitment to myself!
So if you are willing to make that commitment to have a better sales career and life, then read on and get ready to make the changes that will have an enduring effect on everything you do from here on out.
Top Characteristic #2: Be Prepared for Recurring Selling Situations
This is absolutely huge. The strange thing is that 80 percent of salespeople (and sales teams) simply don't take the time or make the effort to do it. Now that you have made the commitment, this one tip will catapult your sales and your confidence.
Remember what I said earlier: one of the most important things you will ever learn about sales is that 80 to 90 percent of the objections, stalls, put‐offs, and sales situations you run into day after day are the same. The blow‐offs you got yesterday are the same ones you got last month and that you'll get next month and next year. Think about it: How many times do you hear this when you prospect or cold call?
From the gatekeeper:
“Will he know what this call is regarding?”
From the prospect:
“I wouldn't be interested.”
“We already have someone who handles that.”
“Just email me something.”
Do any of these sound familiar? Of course they do! And I will bet you could add another four or five, couldn't you?
And how about the objections and stalls you get when you close a sale? How about these:
“We just aren't ready to make a decision yet.”
“I'm going to have to talk to my partner/boss/spouse/committee.”
“Your price isn't in our budget.”
Are these sounding familiar? Of course they are! Once again, you could easily come up with about five or seven more, couldn't you?
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