Power Plays to Being a Top Performer in Sales

Many salespeople hit the streets every day and put in a good days work. They know their product, overcome objections, and deliver impressive sales presentations. Yet, at sales meetings when the numbers stack up, reaching the top of the sales ladder eludes 95% of most reps. Try a few of these ideas from top performers to climb your way to the top rung:

#1 Make it easy for customers to buy.

Every sales rep knows the importance of asking questions, yet studies show the average one hour sales presentation includes less than nine minutes doing so! Unfortunately, most presentation time is gobbled up with superficial chit chat that simply causes the customer to feel his time is being wasted. Many reps jump into an elaborate explanation of product features without first "diagnosing" the prospects condition. Top sales performers get to the point. An easy way to do this is to follow the I.D.E.A. Approach™ . A four step educational sales process that includes: Introduce Diagnose Educate and Agreement.

Making it easy for customers to buy often just means making the calls! Francis Quarles said it best: "I see no virtue where I smell no sweat!" Salespeople who make more money, reach more quotas receive more recognition, meet more people, build more relationships and make more sales presentations...its THAT simple!

Every sales rep knows the importance of tenacity and "stick-to-it-ness" of sales success. Ray Kroc, Founder of McDonalds agrees, "Nothing in the world can take the place of persistence. Talent will not, nothing is more common than unsuccessful men with talent. Genius will not; unrewarded genius is almost a proverb. Education alone will not, the world is full of educated derelicts."

#2 GIVE YOURSELF A RAISE-Work the Numbers.

The top 5%ers recognize the number of presentations he delivers is in direct proportion to his income. Figure out what your call/sales average is and determine how many leads you have to generate to make that number of calls. Then, put a plan together that will hit your daily sales target and the income you have decided to make--on purpose. Top performers earn their stellar success one sales call at a time! Success in selling isn't an accident!

Reaching quota for many salespeople is a crap shoot-they play the "end of the quarter scramble" and are surprised to see where they end up. Unfortunately, there are no easy ways or short cuts to become the best in this business. If there were - we'd have 95% of every sales team at the top instead of 5%! Remember, the constant companion of hard work is sacrifice. To get the edge, you have to be willing to pay the price for success. Follow your program-focus on one day at a time. Plan the work and work the plan. You can achieve your sales goals and desired income with a high level of accuracy by crunching a few numbers and a little planning.

#3 Become a Chameleon

Take your cue from customers. Adopt and flex your communication style and image to make the customer feel comfortable. Professional salespeople are really "communication experts". Read what the prospect is saying to you with spoken and unspoken body language. Listen for some of the following ways people will 'speak' to you:

* The way they stand or carries their self * The distance they keep between you and their self * Where he positions himself in a presentation (E.g. behind desk, next to you) * Their quality of eye contact and handshake * Their rate of speech * Their word choices * Their appearance and dress

#4 Act like the Boss

Top sales performers run their territory like it were their business. When was the last time you analyzed the profitability of your efforts and your sales transactions? As you deliver that "killer price" are you cheating you and your company out of a fair profit? How about your expenses -- could they use a little skimming? The best test of how well you manage your territory is to ask yourself, "If this were my business, would I hire me?"

Another way you can run your territory like a successful business is to get more organized. Working in and out of the car, office and home-things can get out of order and very messy. For example, what is the condition of your leads? Are they on napkins, Post-Its™ and bubble gum wrappers or are they indexed, filed or a part of a computer database? Consider creating or purchasing a tracking system that allows you to identify a customer or prospect by the following criteria:

* Geographical Location * Product * Service Requirement * Additional Product Prospect Potential * Important Dates: Birthday, Sales Anniversary or Warranty Expiration * Sales Volume

What is the quality of your account information? Does it include buying history, office location, competitive activity, personal interests and upgrade or cross-sell opportunities? Top performers have simple and streamlined methods to access account information and boost their productivity and organization. They have a follow-up system and territory plan designed to maximize each working day. Do you? The best way to manage accounts, your territory and your business is with organized systems.

#5 Become a Bookworm and Knowledge Hound

A common quality of top performers is they are usually engaged in life long learning and self development. How many superstar athletes do you know that are not constantly learning and looking for new ways to refine their technique, improve their physical performance and mental fitness? The good news is - it is never too late to get started! Martina Navratilova completely reshaped her body thru diet and exercise mid career and revamped her game to become the most dominant woman tennis player in history.

Becoming a top performer takes more than following a simple list of "To Dos"- it is a mind set. Do you think of yourself as a superstar? Can you imagine yourself basking in the glory as #1 in your company? Use these ideas to explore and uncover ways you are not working or living up to your potential then take one rung after the other and climb that ladder. See you at the top!