One of the consistent traits that I see about top sales performers is that they
are so habit based.
They have a consistent set of habits that they follow over and over and over again
and what they're doing is they're using their habits to keep them on track to
always be moving forward.
So that way every day is productive every day is moving that ball closer to exactly
where they.
To be and so in this video, I'm going to show you the nine habits of the most
successful salespeople.
Check it out.
Number one worry about what you can control this is so big top performers are
really good at focusing only on what they can control right you hear from average or
bottom performers all the time.
Oh, you know the economy's down or that Prospect just they're so difficult and
never got back to me.
Our products are just not where we need them to be or operations are falling apart
Whatever It Is Write instead top performers are really good at.
Focusing and worrying about only what they can control and what you can control as a
sales person tends to focus only on the sales it focuses on the activity it
focuses on what you're saying it focuses on who you're getting in front of but
those are the things that you can control so focus on them and not all of the other
stuff.
That's the top-performing mindset is just never worried about all the other stuff.
That's.
Side of their control number two only do things that make you money.
This is I would argue one of the single biggest differences between top performers
and the hordes of everyone else is that top performers are only doing things that
make.
Them money, they're not focused on all of the operations are not doing tons of
paperwork.
They're not spending all of their time entering stuff into the CRM instead.
They're just doing the things that make them money.
And what makes you money getting in front of prospects spending time in front of
prospects spending time with clients putting together proposals only the real
sales related activities everything else.
They're trying to get as far away.
From as possible.
So in terms of starting to implement this this top-performing mindset yourself.
Only do things that make you money and so next time a distraction comes along think
to yourself.
Is this making me money or not and if it's not making you money don't do it and if it
is going to make you money do it more and more consistently number three focus on
the pipe not sales.
This is really a huge distinction that I think very few people fully grasp, which
is.
We can control what our pipeline looks like today.
We cannot control what today's sales are so top performers are really good at
constantly adding opportunities into their pipeline.
They're constantly focused on how can I get more and more opportunities into the
pipeline but they're not quite as worried about what their sales number is today.
Now, of course, they want to be closing sales and they want to be making sure that
they're they're closing those meetings and doing all the things that they have to do.
But ultimately the key focus is on the pipeline is on.
Making sure they're adding opportunities into their world.
So that way if you're in a six-month sales sales process or sales cycle, for example,
what you're adding into your pipeline today is not going to turn into sales for
about six months.
So.
Understanding that the focus is always adding more opportunities into the top and
bringing them through the pipeline and not worried about.
Hey, what were my sales numbers this week or or what?
Were they last week instead?
It's what am I actually doing today to make sure that I'm going to be closing
sales down the road number for be willing to lose it all this is a real difference
between and it's not just sales, right?
This is top performers versus the average person in general.
Is that top performers are willing to take risks?
They're willing to lose opportunities.
They're willing to lose but by being willing to lose the also able to win so
much more and so you think of the best athletes right there taking the greatest
risks same thing with say.
If you are willing to lose an opportunity you so much more strength when you're
face-to-face with that Prospect every time I have a meeting that let's say I'm a
little nervous for the one thing I think of is you know, what if this doesn't work
out.
So what who cares?
Obviously I wanted to work out but I don't need it to work out.
I'm willing to lose it all and quite frankly.
I say the same thing about that with my business or with anything right if my
business fell apart tomorrow.
I already know that the day after I know exactly what I'm going to be doing in
order to rebuild.
I'm willing to lose it all because I know that it doesn't matter I can always get it
back.
I can always bring it back and it takes so much.
Stress out of both my day-to-day life and the interaction that I have with prospects
same thing be willing to lose it all number five get face-to-face constantly.
This is really an idea.
That is I think.
Losing steam in today's marketplace with Technologies like Zoom or WebEx or
GoToMeeting.
Now, of course, you are face to face in a video which are much better than phone
calls.
The data is very clear on that if you can get someone on a zoom meeting or on a
WebEx, it's better than a phone call.
But you know, what's better than a zoom or WebEx is actually meeting someone face to
face eyeball to eyeball live and in person top performers are so much more.
More consistent about getting face-to-face with their prospects.
They're spending time on site.
They're getting to know these people.
They're really positioning themselves to become a truly trusted advisor.
So if you have an opportunity that you've deemed as qualified get face-to-face use
your SkyMiles get on the flight get to see them use your car get in front of people
the more you are spending face-to-face time eyeball to eyeball.
And with your prospects the more money, you will make number six understand them
better.
The best sales people know their prospects and clients better than anyone else.
This is such a key distinction most salespeople as soon as they've identified
a problem or a challenge that their Prospect has they immediately jump to the
solution they say, oh, well, we've got the solution.
We've got that figured out.
We've got you covered instead a top performing rep is so much better.
Really understanding their Prospect understanding what drives them why they
even care about solving that problem in the first place.
The better wraps are so much better.
It going deep both with prospects and with clients to really understand them in a way
that no one else does and once you get to that point of truly understanding your
prospects on a level that your competitors, don't you own those?
They can't leave you because it's not just about price at this point.
Right?
It's now you are the person that is truly the trusted advisor that understands their
world better than anyone else and once you get to that level you are Untouchable so
really take the time in your conversations to understand your prospects get to know
them on a level that no one else does number seven leverage relationships.
Many years ago.
I had the opportunity to have dinner with the founder of LinkedIn Reid Hoffman and
one of the things that he said was the founding the core principle of LinkedIn
was that he wants people to be able to leverage relationships to grow their
business that idea has always stuck with me.
And that's one of the reasons that I use this idea of having an introduction
strategy leverage your existing relationships to create more
relationships.
Crazy how few sales people really leverage their existing relationships and not just
your network not someone who you have a LinkedIn connection with but you don't
really know I'm talking about leverage the relationships that you really have your.
Your vendors your suppliers people that are in your business Network that you
really no leverage those relationships to develop more get introductions to other
folks that you might be able to help.
It's unbelievable to me.
How many sales people are willing to instead make cold calls instead of just
leveraging their existing relationships because the close rate on a well-set-up
introduction is.
50 times that of a cold call more like a hundred times that so leverage your
relationships think about who in my world maybe it's clients who could be
introducing me to other folks and ultimately making them really look good
because if you're good at what you do you are making.
The people around you look good simply by introducing you to other folks.
That is how you leverage your relationships number 8 constantly get
feedback top performers are so good at consistently making any interaction a
two-way dialogue.
Bringing people into a conversation and anytime they're talking and let's say
they're presenting something even after they present something they rope the
prospect back in to get feedback with a little question.
Like does that make sense or do you see what I'm saying there and what the data
shows is that top performers are so much more consistent at getting feedback from
their prospects and as a result even in situations where it's kind of a monologue
situation where it's safe.
A presentation phase of the sale.
They're still making it a two-way dialogue and what you're doing by getting that kind
of feedback is twofold one is of course, you're keeping them engaged.
So there's they're talking and they're a part of the conversation which is just a
lot more engaging and interesting but you're also getting real feedback because
if you present something and the prospect says, oh actually, you know, that doesn't
really make sense for this conversation so much.
I'm really more concerned about this now you're.
Getting that feedback in your corporation that into what you're going to say next it
might mean that you literally skipped the next few slides or the next few ideas that
you were going to present and instead you focus on what they care about top
performers are so much better at constantly getting feedback in the data
shows that by getting that feedback throughout particularly the presentation
phase but throughout the entire conversation.
You're so much more likely to ultimately close that sale Number Nine follow a plan.
One of the cool things about my work is that I get to have a lot of conversations
with top performing salespeople a lot in a huge range of Industries.
I had a conversation just the other day where the top performer and I said, what
would you say is really the key to being successful in your industry and he said
it's all about following a.
And he said all the other reps at this company.
They don't have a plan.
They're just kind of doing stuff and they're throwing things at the wall and
they're seeing what sticks he said.
What I do is I make sure that I have a plan and I follow it when I was first
hired here.
I put together an entire business plan of how I was going to grow my territory and
that's exactly what he's executed on and that idea I see over and over and over
again.
The top performers its top performers are really good at coming up with exactly
what.
Strategy for my territory or how am I going to grow my book of business and then
they execute on the plan.
So it's not just something that they like right up and then it collects dust and
they never think about it again, but instead it's right in front of them.
They know these are the top 50 opportunities in my territory.
And this is my plan for going after each and every one of them follow the plan
created and then follow it that is going to help set you apart from the hordes of
other people.
There are the nine habits of the most successful salespeople.
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