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Three
Characteristics of Top Salespeople
by
Anne M. Bachrach, A.M. Enterprises
As you reflect
on the past months and year and prepare for the months and years
ahead, I want to share with you some thoughts about bringing
your business to the next level.
I am
frequently asked what I think distinguishes top producers from
the mediocre. There
could be many reasons: competitive drive, IQ, higher pain
threshold, inner motivation, better instinct.
These may be true, but I have observed 3 characteristics
common among ‘big’ producers.
Being a
successful salesperson is more than just production.
A great life is the best measure.
You probably know some workaholic jerks who make lots of
money. Aren't you
more impressed with the people who make lots of money and have a
great life? These
real superstars share the following traits.
First, they
are seekers.
They seek everything that will help them get to their
next level. There
is more money at the next level, but there are many other things
at the next level that make it even more attractive.
Most seekers already earn so much money that the
additional cash is not much of a motivator.
The most successful producers enjoy growing and creating
just for the sake of
growth and creation.
The opposite
of the seeker, of course, is the cynic.
While the seeker genuinely seeks information and ideas to
help them get to the next level, the cynic looks for a reason
not to do anything. The
cynic seems to think the only way to learn is over time and
their own experience. The
composer Hector Berlioz once quipped, "Time is the great
teacher, but unfortunately it kills all of its students."
Second, the
most successful salespeople are investors.
They invest in their most important asset:
themselves. Find
what you are seeking and then invest.
Just like seeking and finding a great investment is of no
value unless you buy it, the same is true for investments in
yourself.
The seekers
have full bookshelves, audio tapes in their cars, and attend all
the seminars. You
will see the same faces at all the programs.
The seekers meet with other salespeople who have been
where they are going so they can build a better map to get there
themselves.
The flipside
of the investor is the excuse-maker.
"I could be more successful, but........”
“I would have a great year if only.......” blah,
blah, blah. Being
mediocre with a good excuse is not as good as being successful.
Remember,
someday you'll either have what you want in life or the reasons
why you don't. Choose
to get what you want.
Lastly, the
most successful producers are implementers.
Seeking and investing do not produce results alone.
Implementation rules.
Only implementers get results.
What about
you? How many ideas
have you gotten in your career that would have produced great
results if you had only implemented them?
How come so
few people who discover great ideas follow through and implement
when the evidence is so compelling that those who do get huge
results? Your job
isn't to answer that question for the industry.
I suggest you simply renew your commitment to
follow-through on the great ideas you get and implement them
immediately.
Millions of
people have read Dr. Covey's great book, but very few can name
the 7 Habits of Highly Effective People.
What do you think the chances are that a habit you can't
name is having a positive impact on your life?
Implement.
Seek.
Invest. Implement.
Don't be a typical salesperson.
Be a Trusted Professional.
©1999
Anne M. Bachrach, San Diego, CA
Anne
M. Bachrach is President of A.M. Enterprises in San Diego, CA.
Anne has 16 years of experience training and coaching.
Her main focus is training entrepreneurs and salespeople
how to build high-trust relationships, on purpose (Values-Based
Selling™). The
objective is to do more business in less time through maximizing
people’s true potential, and ultimately leading them to an
even better quality of life. For more information on our
services and learning tools, call Anne at 619-554-0136, fax
619-554-0545, or e-mail anne@bachrachvbs.com.
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