Top sales professionals think differently. How does a top sales pro think? What is the difference? Anyone looking to release themselves from average think and average income will require a change in think. Here are three that can be incorporated and immediately applied, all taken from the mindsets at the top...
1. Top sales people act and think as if you own the company - Napoleon Hill
Individuals who just do their job will not get very far. It is the ones who view their job and behave exactly as if they owned the place will see the day when they actually do. Worst case scenario, they start their own company. The truly successful sales person approaches their job as if it was their own company. An automotive professional, for example, will see greater success when they function as a dealership of one and treat the lot as their own. Taking ownership and responsibility for the success of the company is what management looks for in a leader.
When the individual "employee" thinks as if, they become more loyal, creative, and more cost-conscious. They will work harder and are more responsive to customers. To become an owner, it's imperative to first, think like an owner.
2. Top sales people do not see themselves as selling, but serving and assisting - Cardone University
A great sales person will always view what they so as serving first. "Service is senior" to selling is one of the many lessons available in Grant Cardone's on-line program, Cardone University. Grant says that, "The greats don't even like the idea that they're selling, as much as this mission they're on. Like I got to serve, I got to help people, I got to do this." When a top produces loses a deal they feel like they somehow let the customer down because they didn't truly help them. This is one of Grant's stronger messages. Conviction and certainty to help others is the name of the game. Purpose driven first then profit driven. The great's have a deep belief that their product and their service is worth considerably more than the offer their presenting. Bottom line: it's not about selling but serving the customer, the community and the betterment of everyone involved. That's how the top sales people think.
3. Top sales people allow themselves to receive. - The Go-Giver by Bob Burg
In Bob Burg's the Go-Giver, Bob teaches a simple mindset that the greats have and the average struggle with. "The key to effective giving is to stay open to receiving." If one doesn't believe they're worth it, not much is going to happen. If one isn't open to seeing opportunity, then all their problems will stay problems. It is when the top producer looks at a situation and instead of seeing a problem, they see an opportunity. They see an opportunity to serve, to help, to be part of the solution. Problems are average and opportunity is for the greats. It is within these opportunities that fortunes are made. But once again, the top producer is open to it and ready for it. The average sales person just sees a problem. Top sales people believe not only in their product, but in themselves and they allow success in their life.
Challenge: Next level thinkers will take a hard look at themselves and see how to strengthen these mindsets for them self and by doing so create an even greater level of certainty and volume in their production.