| Techniques and styles among the best of the | | | | they really do try again and again. They learn |
| best vary from one sales champion to the next. | | | | about the situation, the potential customer and |
| If you study sales at all, you'll find that there are | | | | the customer's company. They come back with |
| hundreds, if not thousands, of best ways. | | | | new ideas and are not easily defeated. This trait |
| However, there are constants in our world. I once | | | | alone will guarantee you some level of success, |
| sat in on a conversation between two of the | | | | provided you learn new things and bring value |
| most successful sales champs I have ever | | | | with each contact. When prospects see how |
| known. Their styles were as different as their | | | | tenacious you are and how much you believe in |
| personalities. Because of their success, many tried | | | | what you are offering, they, too, will get |
| to follow their example, only to fall woefully short | | | | enthusiastic about what you have to offer. |
| of their level. And while these followers certainly | | | | 3) Sales champs follow through. Sales champs |
| had the right idea (find someone who is | | | | always deliver what they say, when they say. For |
| successfully doing what you want to do and | | | | a prospect or a customer, there is little that will |
| follow them) they were only scratching the | | | | repair the damage of a broken promise. Once a |
| surface. The real success comes from deep | | | | promise is broken, it is extremely difficult to |
| down. So while these two great champions | | | | regain that trust. A sales champion makes a |
| disagreed on many tactics, they found common | | | | commitment and then sticks to it. |
| ground on a number of issues. I call these the "5 | | | | 4) Sales champs know their priorities. Sales |
| Pillars of Sales Champs." | | | | champs don't just say, "I have to make some |
| 1) Sales champs seek to understand. They do not | | | | calls today." Through practice and dedication, they |
| take their products and services on the road | | | | develop an ability to look at their list of tasks and |
| without first seeking to understand their market. | | | | set priorities. They do whatever is necessary to |
| This means they need to know all about their | | | | keep thins moving forward so that they can end |
| environment, including their customers, their | | | | each day with a sense of pride and |
| industry and their competition. Many salespeople | | | | accomplishment. Sales champions generate |
| get caught up in the moment and rush off to | | | | massive activity and get massive results. |
| peddle their wares. They have a carefully | | | | 5) Sales champs know their attitude makes all the |
| constructed plan based upon their environment. | | | | difference. I saved the best for last. Without the |
| When you work from a plan, you can constantly | | | | proper attitude, none of the other items on this |
| stay on top of where you are and where you | | | | list will amount to a hill of beans. Sales champs |
| need to go. You can take smart, calculated action. | | | | know they have a helpful product or service and |
| Champs are always questioning. They question | | | | they are confident in their ability to deliver. From |
| each call, each presentation, and each tactic. Did it | | | | time to time, even champs may lose heart...but |
| work as well as I imagined? What went right? | | | | only for a short period of time. Eventually action |
| What went wrong? In short they do a post | | | | will replace any negative feelings. If champs don't |
| mortem on each action and look for ways to | | | | get a prospect today, they make a plan for |
| improve. They know that change is constant and | | | | getting them in the future. They study their |
| the ability to adapt is a key part of their success. | | | | failures to make certain that they don't happen |
| Sales champs understand that just because a | | | | again. Sales champions are positive individuals and |
| door is locked, they may be able to go in through | | | | refuse to let the world get them down. If they |
| the window. But they also understand when to | | | | are unable to change their situation, they change |
| stop wasting time and when to move on. | | | | their attitude about it. Sales champs are |
| 2) Sales champs are bulldogs. When a champ | | | | conquerors. |
| knows that their product or service is good for | | | | Do sales champions embody each of these |
| their prospect or client, they do not give up. This | | | | attributes every hour of every day? Everyone |
| is not the same as pestering a prospect with | | | | struggles from time to time. However, to be a |
| something they don't want or need. When you | | | | champion requires that you overcome adversity |
| really believe that what you offer will make your | | | | on occasion. So either you can let it get you |
| prospect's life better, you owe it to them to keep | | | | down and blame external circumstances for your |
| plugging. When sales champs know they have | | | | struggles or failures, or you can take control of |
| something of value for a prospect or client, they | | | | your future and become a true Sales Champion! |
| do not give up. If at first they don't succeed, | | | | |