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Top Performers Short List / Online Marketing
Short list of top performers / Online Marketing
Sales people are generally a breed unto themselves because their strategy always involves the use of sales skills Reassurance and Influence convince the customer that what they are selling is needed in the process of closing and getting the sale. Use this information for online business ideas that can change your outcome.
Reassurance is the process of encouraging someone to understand your model of the world. Keep in mind that we all have uniquely different models of the world, as we are all born in different cities, states, and in some cases, countries.
Take two people. One was born rich in Monaco; another was born poor in India. Judging both of them, it’s easy to see that they both have different mindsets, which started in their early years. You cannot compare two people alike, because their beginnings in life were completely different and as they progressed through life, their financial and economic situations positioned them to deal with life under different conditions.
Influence is the process of giving people more choices in behavior and getting them to see from your model of the world the benefits of the proposed behavior. Influence comes from your perceived authority. Typically seasoned salespeople offer much more life experience than beginners in the same arena. This is one of the reasons why it is important to always educate yourself as much as possible on the subject and to continue the educational process throughout your life. This perceived position of someone with the education to properly explain the product and its benefits to the customer can be a defining moment in closing, as the influence that comes from the salesperson’s position of authority can and will likely organize the customer’s thoughts and emotions. for the buyer to be in accordance with the presentation.
Now let’s look at the specific criteria that apply to top performing salespeople as they ply their trade in the sales process. Let’s evaluate why they are the best. What brought them to this level of performance and what separates them from average performers? Are natural born salespeople? I am not of the opinion that top performers are born in any category. We all landed here the same way, Naked to the world with only two fears; fear of falling and fear of loud noises.
Everything else was learned through our individual Path of Life. Does this mean that if you are not born rich, you cannot become rich? Of course not, with a good solid education and the desire to succeed, the opportunity to become rich begins to level out and open up to anyone willing to put in the hard work, time and resources.
The following criteria are not exclusive to the few, but unfortunately many people do not want to get into business and expect everything to be handed to them. As we cruise through the various criteria that define top performers, it’s easy to see that these people think for themselves, drive harder than others, and expect results based on their individual effort.
100% acceptance of personal responsibility
This one tops them all, because it should be clear that if you haven’t taken responsibility for yourself, then how can you be responsible for anyone else? Don’t blame the economy, the company or the competition. Always go back to the person staring back at you in the mirror! Responsibility is key to success in life. It was easy when we were kids and had no responsibility for anything but being there and showing up. As adults, especially in business, responsibility comes with every accepted position or job. We are now accountable to the company and its mission and vision plan, and our performance is constantly evaluated for maintaining the job description and positive signs that we are growing within the position.
Above average ambition
Top performers naturally drive themselves harder than others. They know that without discipline and consistency, their chances of reaching the top are limited. This area of self-improvement more than likely came from their early upbringing. Most of us got our foundation from our mother, who is usually your first caregiver, teaching you to live by example.
Today, that premise is shaken by many working mothers who seemingly dominate the workforce and hand their children over to kindergarten, family and friends. By nature, if you had a strong model in your first caregiver, then many of those traits are passed on, but at the same time, remember that children’s minds are fertile and absorb everything, especially until they reach the age of reason, when they now know right from wrong. If the first caregiver had a strong will and properly influenced their child, it can be argued that the child will have similar values, but if the child was born into poor economic circumstances and takes care of himself while growing up, by definition, they will have a harder time because they are not had positive role models early in their lives.
Above average willpower
Self-discipline is the key to long-term success. Strong willpower comes from a strong mindset that says I can and I will. There are no obstacles big enough to oppose their thoughts. By aligning a powerful mindset with matching feelings or emotions, discipline becomes easier and results reach a new level of performance. Willpower means having the courage to continue through all the barriers that come your way. There is always a way around them, over them, over them, etc. The will to win starts in your mind and with proper nurturing can produce the results you expect and desire.
Always keep your eye on the ball and keep putting the bar higher. People are generally quick to set goals, but unfortunately no one has taught them how to achieve them and lose in the process. Without defined goals, it goes back to the cliché’ “Fail planning, planning to fail”. Divide your goals into short-term and long-term and expand each goal to cover all contingencies. Winners and top performers always strive to put their ideas on paper. By writing down each goal, you connect your brain to each task by extension, because without a written plan, we’re back to wondering how it’s going to happen. Winners by nature set their own bar and force their behavior to meet expectations.
High levels of empathy
Empathy is different from sympathy, because sympathy is pity for a person’s circumstances, while empathy is the ability to step into the customer’s shoes. Because we can physically feel another person’s pain or feelings, it brings us closer to that person and sets up a more congruent approach to positioning whatever is being offered. Being empathetic sets us apart and brings us closer to the person, because feelings are symptoms of emotions.
Remember the world models we talked about earlier. Our only connection to any other person we interact with is the bridges we both establish between our worlds. These bridges are initially connected over simple things, and gradually expand into adult relationships. In relationships, we both know each other’s worlds because we have consistently built on the initial information that created the relationship. Look at the happily married couples. They started socially, but by building consistent bridges through numerous conversations, they eventually reached a point where both partners have a wide network of information about each other that builds the relationship.
Honesty is always the best policy, whether in your personal or business life. As communication bridges begin the process of building between two worlds, we know that what we expect from a relationship is not different from what the other person wants. If you start by building a healthy and open friendship, then the relationship phase, which follows, will be much easier. In business, always resist the temptation to make things up and not deliver on what is promised. The only way to gain the continued trust of your client is to be as upfront as possible and continue to build the relationship with honesty and a commitment to upholding the agreement between the parties.
Ability to approach strangers
Top performers, especially in sales, know that they need to meet and talk to as many people as possible to drive their business. It’s a numbers game because the more people you reach and talk to will create a universe of potential candidates for your products. If we keep in mind that most people have the same feelings as us, then it is easier to convert them through the use of persuasion and influence. Never assume that the other person doesn’t want your product, that the price is too high, that they don’t have the money, etc. Even when you’re uncomfortable, learn to step out of your comfort zone and start a conversation. Start the conversation with simple social skills and start exploring beyond that point to see if their problem can be solved with your solution.
All sales are based on the concept that we offer solutions to solve their problems and issues. Once we know we’re offering something valuable and applicable to their problem, we’re a long way from just hiding it and hoping for the best.
Don’t take NO for an answer
There are many publications that cover the topic of what signs to look for in the sales process. These can be facial expressions, body communication and open communication. At some point in the process we actually look for objections and signs that we’ve covered the material well enough to ask for a sale. This usually generates one of two responses to our loved one, yes or no. Never lose faith in continuing to push as many buttons as it takes to elicit a response, because when they initially say no, it could mean they don’t have the money, they don’t understand what’s being presented, the timing isn’t right, and more.
If you’re honest about seeing a match between their problem and your solution, then don’t take no as a final answer. Go back to the basics of your product to see if you missed something or maybe didn’t present as well as you could have. The worst case scenario is that you get the information you need to schedule another appointment for another sale when your sale closes. High levels of self-confidence and self-esteem keep the spirits up, because the word No has power and can sometimes weaken the mind. Salespeople are by nature generalists and expect everyone else to be in the same frame of mind.
Unfortunately, most people have many things going through their heads and these hidden thoughts can be destructive to your loved ones. Get in the game and realize that not everyone will be a customer of your products and work to narrow down the universe by talking to as many people as possible for your long term success and realize that the hard work starts when you hear the word No.
James Hobart, a leader in the professional beauty industry for over 40 years at all levels, is certified in hypnotherapy. His insight and experience have helped many companies and individuals in their growth and development over the years. His book, Happiness is your birthrightsupports his philosophy of life and is a practical manual for creating positive changes throughout life.
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