Wondering what top sales people do that the mediocre don’t? In this episode of the Sales Management Minute, learn what rainmakers do that makes them top earners.
“Why does Jack lead the sales team year after year?”
Sales people ask themselves this question as they are both curious and jealous of Jack. Executives ask themselves this question wondering how they can hire more “Jacks.”
Does Jack have a magical selling power? Nope.
Does he have a special gift of gab? No, that’s not it.
Does he have incredible closing skills? Nah, it’s not that either.
Well, if it’s not those things, what does Jack do that makes him the envy of all who sell?
There’s one thing that Jack does that few other sales people do. You see, Jack is never satisfied with making a sale which probably seems counter intuitive because he is a sales person. While Jack is never satisfied with making a sale, most sales people are. They are thrilled that a prospect has finally said, “Yes!” to a proposal.
Jack doesn’t see the sale as the end (often called “the close”). He sees this new account as a new beginning – the building blocks for two future sales. Jack builds trusting relationships with his clients and earns the right to ask for, not names and phone numbers, but rather introductions to others.
This is not just another harangue about generating referrals. This is about making a philosophical shift in how you look at your sales. Jack’s performance doesn’t look like an EKG report – rising and falling with the corporate marketing campaigns. He has made himself entirely self-sufficient with continued, sustainable growth by simply changing his mindset.
Not happy with your sales performance? Stop seeing sales as closing, but rather as a new beginning that leads to two future sales. Remember, you are only as good as your next sale.
See you next time on the Sales Management Minute.
AUTHOR: LEE B. SALZ
Lee B. Salz is a leading sales management strategist specializing in helping companies build scalable, high-performance sales organizations through hiring the right salespeople, effectively onboarding them, and aligning their sales activities with business objectives through process, metrics and compensation. He is the Founder and CEO of Sales Architects, Business Expert Webinars and The Revenue Accelerator. Lee has authored several books including award-winning, best-seller “Hire Right, Higher Profits.” He is a results-driven sales management consultant and a passionate, dynamic speaker . Lee can be reached at lsalz@SalesArchitects.net or 763.416.4321.