“5
Secret Traits of Top Performing Sales Professionals”
“How
do you measure up?”
by Chris Mullins, The Phone Sales Doctor™ for Business Owners.
The Art of Translation. As readers and serious students of sales, deal
flow, business and the sales presentation, your focus while reading my
columns and all articles in Retail Marketing News (with highlighter in
hand) is to ask yourself with each sentence how can I translate what
I’ve just read into my own situation?” I guarantee
you can,
if you’re adept at translation. Quite honestly,
it’s as
simple as having the mindset that you’re about to learn
something, deciding that you will learn! Think BIG, act BIG, do BIG
things! Let’s begin…
Secret
Trait # 1:
Always selling. They never stop. I recently heard a good analogy from
one of my clients. “You're an actor; you're performing
always,
whether you’re selling toe to toe or over the telephone with
your
initial greeting or even when you make outbound calls to your
established clients to tell them that their order just came in. When
you go to a play, you expect the play to be perfect, even though the
actors are doing the same play night after night, exhausted. You still
expect it to be perfect, you don’t want to hear excuses that
they
maybe tired, etc. Same thing in retail sales and all sales, you're
always selling and each customer, client, prospect you speak to deserve
the same EXPERIENCE as the one before, the same knowledge as the one
before.
Secret
Trait # 2:
They WANT it. They really WANT to sell and anytime they have a
challenge with how they sell, they REALLY WANT to fix it. This has a
lot to do with what motivates you. Knowing what motivates you deep down
inside will open many doors for you. By the way, it's not money.
Secret
Trait # 3:
Relaxed and comfortable. They focus on one client at a time. They
engage the client in conversation. They know selling is a process and
building relationships is part of that process.
Secret
Trait # 4:
Never ever make EXCUSES. They believe as individual Sales Business
Owners™ (SBO), they're in complete control of their clients,
they
take full responsibility and hold themselves accountable for all
aspects.
Secret
Trait # 5:
They LOVE sales. Absolutely LOVE TO SELL, period! If you feel like
you’re doing some of the things we’ve talked about,
a
little, that you’re trying, good. That’s a
beginning and
one action step usually leads to the next. However, I’d like
to
suggest that you take more risks. Go all the way. Instead of just
putting your toe in the water, jump in all the way. You'll never know
if you went too far until you go too far. One things for sure,
you’ll learn something new.
Attitude has so much to do with your behavior, your success and how far
you’re willing to go. Have you set yourself up for success?
Do
you know exactly what your personal income will be for 2006? Do you
know exactly minute by minute how you’ll get there? Do you
know
right now at this very moment what you have sold to date? Do you have a
list of behavior strategies to get yourself to reach your sales targets
for the rest of the year? How often do you REALLY SMILE? Take a look at
this quote below, make a copy for your team and why not put another on
your refrigerator to share with your family and friends?
SMILE! Say Cheese to INCREASE
SALES and PERFORMANCE!
A small, aggressive commodities brokerage firm trains its brokers in
professional voice production, the same training that singers and
actors get. In the sales pit, where everybody screams all day, losing
one's voice is the equivalent of an account executive's computer going
down.
Smiling is also an essential skill for a salesperson. The sales
director of one of America's largest corporations hired Jay B. Iden, a
director on the New York stage, to teach his salesmen to smile. Most of
them thought that they knew how to smile, but Mr. Iden convinced them
that in many cases their smiles were merely smirks. He taught them that
smirking involved only the lips, whereas the entire face, and
especially the eyes, are needed to accomplish a sincere, friendly and
attractive smile. After Iden's smile clinic the salesmen increased
their sales 15 percent within three months.
Nudge
from Chris:
As a “Sales Business Owner™”, I wonder
how far you'll
go to change and make improvements in your retail sales business. Will
you go this far? Will you implement your own “smile
clinics?”
Chris Mullins, The Phone Sales Doctor™, president of www.MullinsMediaGroup.com
is a sales and communication expert with a special love and focus on
analyzing the sales presentation, how to use the telephone to
“sell and market you” for retail professionals.
Chris
personally listens to and critiques Inbound phone calls, presentations,
staff usage of the telephone/etiquette with careful examination and
analysis of what you’re doing right, what you need to fix and
how
to fix it to improve your sales and appointment setting closure ratios,
quickly. Chris will also review and/or rewrite your sales associates
“phone outline”. For a one-month test drive of
“Chris
Mullins’ Off-The-Cuff TeleClinics for Business Owners
& Sales
Professionals” email: chris@mullinsmediagroup.com put
“KEITH” in the Subject Line or call 603-924-1640
and
mention "Keith" to get Chris' great deal that you can only get on this
website. |
