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We’ve repeatedly witness several traits that our “Lethal” status salespeople possessed. And, just like Phil, they had NOTHING to do with looks or physical features, and we’ve witnessed both men and women reach Black Belt Status. They weren’t necessarily polished or super intelligent. So what did these people have that 99% of their peers lacked?
Here are the seven traits possessed by our Lethal Sales People:
1) Work Ethic
The top producers LOVED to work. They didn’t all work 100 hours per week, but when it was time to work, they WORKED THEIR TAILS OFF. They didn’t loaf AT ALL. In fact, if you weren’t helping them accomplish more sales, they didn’t have any time for you. Busy Busy Busy. HYPER busy. Always prospecting, setting appointments, doing demos, closing deals. These guys would finally get back to the office to submit their paper work. The LOVED to work and sell, sell and work!
2) Attitude
Many courses are all about attitude. With our courses, we don’t stress attitude. In fact, this may be the only time I’ve mentioned this topic at all. But our Lethal Sales People had SERIOUS attitudes. I’m not talking about the happy-go-lucky be positive type attitudes, nope. I’m talking about “I’m THE BEST, No one’s going to beat me EVER” type attitude.
One of our Top of the Top female Black Belts used to have a really funny way of “ripping” on her male counter parts. They’d always tease her and she had no problem reminding them about how she was running circle around them!
And I’m CERTAIN the Black Belt’s customers pick up on it. In fact, I’ve witnessed Black Belt’s getting sales that I’m POSITIVE were 100% from attitude.
3) Will
I like to compare this trait to the Jedi Master’s powers in the Star Wars movies. The “Lethal” Sales Person seems to be able to use sheer will to pull some Prospects above the Buy-Line. You could call it confidence, ego, or a combination of all the traits together; let me give you an example.
I was at a demo with a rookie last year. I had to use the restroom so I excused myself (I REALLY couldn’t help it!). I was back in less than 3 minutes to find the rookie packing up everything. I walked in and said, “What’s going on?” and she replied (in front of the Prospects,) They can’t make the call on this today. They want us to come back to their meeting next Tuesday.
Now, we had driven 3 and ½ hours to this appointment, and I had personally qualified the decision maker.
So when the rookie told me this, I looked over at the d.m. and simply said, “We can go ahead with this today. Let’s do it.”
And they all sat back down, and after our demo, they signed our contract.
And that’s really all I said. “We can go ahead with this today. Let’s do it.”
And they did.
And that’s about the best way I can describe “will.” But I used my “will” to sit them back down. They were all getting up, but I (the salesperson!) was able to use a few words and bingo, back down they went again. And there was no pressure.
4) Conviction
One VERY important trait possessed by the BEST is conviction. They are 100% convicted on several different things:
1) The product they’re selling. In other words, the “Lethal” sales person REALLY believes that they’re prospects are far better WITH than WITHOUT their product. They’re goal is to sell one to EVERYONE in the world!
2) The Sales Cycle and Sales Script
Without a doubt, the BEST salespeople knew and used EVERY part of the sales cycle, and followed the sales talk to a “T.” They new it forwards and backwards and sideways. They didn’t necessarily HAVE to use every part of it all the time, but they could fall back on that talk at ANY time! And they used their sales talk like a carpenter uses his tools.
3) Their company
They believe in and trust their company. They’re given the freedoms and respect to thrive in their environment. The Lethal Sales People don’t do very well with an oppressive manager or an unethical company. They don’t like having their commissions “cut” because the folks in accounting think they’re making too much money.
5) Desire to Improve
“If you don’t use it, you lose it!” Another common trait the Black Belts posses is the desire to improve- always! They didn’t get to the top by accident, and the habits that got them to the top not only kept them there, but also kept them focused on moving even higher!
6) Focus
The Lethal Sales Person is always HYPER focused! Focused on obtaining their goals, doing their demos and hitting their numbers! They don’t let ANYTHING get in their way.
7) Sense of Urgency
Finally, the seventh trait the Black Belts posses is a major sense of urgency! They’re always busy and RARELY stop to “shoot the shit.” They’re too busy trying to sneak in ONE MORE DEMO!
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