Let me tell you the three most important qualities of the highest paid. The top 10% of the sales people in 32 industries and probably more. They have three qualities…
They have an intense desire to be successful. Now what does ambitious mean in sales? It means that you want to be the best. It means that you want to be in the top 20% who earn 80% of the money. If you truly are ambitious you’ll admire people who are successful, instead of criticizing or complaining like low performers do. You look up to and admire and try to be like the very best people. When I said that top 20% make the 80% of the sales, my discovery which changed my life as a young salesman was that everybody who is in the top 20% started in the bottom 20% and so you can do this as well.
Everybody started from the bottom, knocking the doors, cold calling the clients and that’s how they got growing. If you are stuck at this point of not growing, then you must constantly learn and apply new things.
#2 Overcome Fears
Learn how to overcome your fears. Fear is one greatest single obstacle in sales and marketing. Today there are literally millions of people who are sitting behind the keyboard, sending out anonymous messages hoping that somebody will buy from them because they’re so traumatized at the fear of rejection. So here’s the great rule and the rule is “GO for NO”. Seek out the word NO as often as you can. Instead of avoiding it or as settling for it or accepting it as a punishment and selling be aggressive about getting people to say No. Because, the more NO’s you can trigger by calling on people and asking them if you’re interested in your product or service, the more YES’s you’re going to get. There’s a direct correlation. So here’s the rule again
“In order to get rid of fear, do the thing you fear and the death of fear is certain.”
#3 Make a total Commitment to Success
Going back to the 20/80 sales people. The top 20% makes 80% of the money and they did this because they’ve dedicated themselves totally to being successful. Unfortunately most sales people the bottom 80% say ‘well! I’ll try it for a while and if works out I’ll stay, if I make some money, if I make a few sales and so on. They always mentally have one foot out the door. Are always looking around for something else, but successful people make 100% commitment to succeeding. They say I’ll be successful no matter what it takes and they just keep working away until they are and you know something, it’s Inevitable. If you hang in there long enough, you will be successful.