World Class Sales Pros – what they do…

…that distinguishes them from everyone else who sells.

1) They disqualify quickly (not qualify, but disqualify first)

2) They realize that feature/benefit selling has limited use today and motivate buyers by offering both benefits and problems solving conversations

3) They respect prospects while evoking respect in return (this is a big deal in a world where prospects believe reps are snakes and reps believe prospects are liars)

4) They don’t crash on contact. Great reps have a distinct approach to create fabulous first impressions

5) They don’t earn combat pay. Handling adversity and all the negative things that occur in a selling life (up to 90% of all interactions!) is done in a healthy fashion

6) They focus on three investments for themselves – improving themselves personally (hair, clothes, shoes, appearance); improving tools (best equipment, software, pdas, etc.); improving their brainpower (sales education in class, by book, audio, video learning)

7) They participate in Mentor Mania. World class sales pros accelerate their learning process by finding a smarter, wiser individual who can coach them quickly toward success

Want more detail on these seven issues? How about some hilarious sales horror stories that reveal the truth of these strategies?

Check out the new book, Sales Autopsy (Kaplan Publishing) at the newly designed,

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