Monday, November 26th, 2007
Study after study has told us that only about 20% of all sales people are top performers, meaning they regularly close at least half of their qualified prospects. Similarly, about 20% of the sales force are either underperformers, brand new or on their way out. This means that the considerable majority of sales people – roughly 60% – can be classified as simply average. If you find yourself falling into that category, here are three quick fixes that can help you move up into the top 20%, and help turn your career from average to outstanding.
Quick Fix #1: Attitude
95% of all the top performers I interview tell me that the number one contributor to their success is Attitude.
I know you’ve heard that before. But take a moment and actually think about it. Are you so certain of your ability to hide a sour mood or personal annoyance, that you’re willing to risk losing a sale if you’re wrong?
The fact of the matter is, unless your last name is Streep, Brando or De Niro, your thoughts will affect your behaviour. In other words, we always move toward our most dominant thought. So make sure you play that positive tape in your mind, and don’t let yourself get caught up in any negativity around you.
If you do find yourself slipping into a negative frame of mind, try some of these tried-and-true ideas to help you snap out of it, and put your best foot forward:
- Listen to music (though your favourite Death Metal CD may not be appropriate at this time).
- Exercise.
- Have a quick meeting or phone call with a positive person (moods are contagious).
- Read something inspiring, like Earl Nightingale’s The Strangest Secret, or even Scott Adam’s Dilbert cartoons to give yourself a good laugh.
- Eat (my husband can tell you how quickly my mood can turn negative when I skip lunch!).
- Call your favorite customer.
- Sit quietly on your own, close your eyes and visualize yourself doing something successfully. Then repeat the “movie” over and over again in your mind.
In short, show your customer how you feel by being at the top of your mental game. Close business by projecting a sincerely happy persona, not hiding a negative attitude behind a facade. And above all else, either love what you do, or get out!
