As a kid, my dad would always tell me that, “Success leaves clues.”
This is true in all areas of humanity, from the best athletes to the wealthiest investors to top CEOs to the winners of natural selection.
Sales excellence also leaves clues. Having worked with thousands of different salespeople in a huge range of industries, there are three traits to sales excellence. Here is the DNA of sales excellence:
Distinction: The most effective salespeople stand out from the masses of other salespeople. This distinction is most easily accomplished by behaving in a way that is unlike most other salespeople. Rather than being overly enthusiastic, be understated and focused on the prospect’s challenges. Rather than present at the beginning of a meeting, present at the end, after you’ve fully understood the prospect’s goals.
Systematic: Sales rockstars never leave what happens in a selling situation to chance. On the other hand, they follow the same exact sales system over and over and over again. Why mess with something that is working really well. Instead, find your sales system—ideally from someone else, who has developed a system that works every time.
Once you’ve found something that works for you, stick with it.
Prospecting Plan: It is the sales amateur that walks into the office on a given day and asks himself, “What should I do today to drum up sales?” Rather, the top sales people know exactly what they have to do on a weekly and daily basis in order to hit sales goals. How many prospecting calls, how many referrals to ask for, how many sales meetings to set are all numbers that you should know exactly.
By developing and tightening these three areas of sales, you can create your own sales excellence.
What do you think is critical in creating sales excellence? Please share below in the comments.
Marc Wayshak is author of the book Game Plan Selling and a sales conference speaker.
Game Plan Selling and a sales trainer in Boston.