How to be a Top Sales Performer

Sales trainer Bryan Neale recently posted a great piece on the Caskey blog about what makes a top sales performer. Do you have what it takes?

1. They think big
High performers think beyond the transaction - they think long term, big picture and any other overused corporate jumbo you can think of. You get it.

2. They work
While I don't believe effort = output, I do believe there is a positive correlation. The one basic element that we'll never be able to disprove: the more people you talk to, the more clients you'll have. Period.

3. They are terrified of failing
The highest performing salespeople (surprisingly to me) are often driven by fear - not a paralyzing fear, but a motivating fear. It could be a fear of failure, a fear of going backward or a fear of stagnation. Whatever, they do an amazing job channeling that fear into focused effort that produces results.

4. They maintain economic integrity
High performers know that THEY are a part of what their customers buy. They also tend to have very high self-worth. Because of that, elite performers rarely discount what they do. They may negotiate, but they have a true, strong, intrinsic belief that they and their service command a premium fee.

5. They expect to be a high performer
When the stack order ranking comes out, the best performers expect to see themselves on top. Average performers just hope they're not in the bottom third.

6. They work around factors out of their control
High performers look objectively at situations and work around conditions they have no control over. Average performers tend to see these factors as insurmountable roadblocks, excuses or paralyzing detriments.

What will you be? Average or elite?

Bryan Neale is a speaker and consultant with Caskey, a firm specializing in training and developing B2B sales teams through face to face training, teleconferencing, written material, custom podcasts and one on one coaching. Learn more at www.caskeyone.com

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What to do When the Prospect Says YES and Then Does NOTHING

Getting a verbal commitment from a client is always exciting - things are moving forward! Well, not necessarily, says Bryan Neale, a consultant at Caskey Training in a recent blog post. "If you're a professional salesperson, you probably already know this," says Neale. "If you're new or struggling, here's the tip - It's nothing until it's something."

"Deals go bad," continues Neale. "Prospects lie. Things change. All of these events can change the verbal in a New York minute. So what should you do?"

1. Watch what they do, forget what they say: If someone gives you a verbal, take it at face value and keep your own emotions and expectations in check.

2. Drive the process: Once the verbal comes, it's your job to drive to an end. Share the crystal clear steps: i.e., Thanks, Joe. Here is a document that outlines specifically what happens next.

3. Stay mentally behind the deal: Everyone around you will want to "get excited." Not you. You stay even-keeled. You get excited when the money hits your checking account.

Bryan Neale is a speaker and consultant with Caskey, a firm specializing in training and developing B2B sales teams through face to face training, teleconferencing, written material, custom podcasts and one on one coaching. Learn more at www.caskeyone.com

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