Brian Tracy identifies three traits that separate top sales performers from the rest: ambition, willingness to face rejection, and total commitment to success. He argues these can be learned and emphasizes the "go for no" rule: treating rejections as progress toward a yes.
How to Sell like the most successful sales professionals, never consider the possibility of failure. If you persist, you will be successful. Brian Tracy it is often said that success leaves clues. One of the best places to find these clues, especially in the world of sales, is to look at what top performers in your industry are doing. By modeling their actions, behaviors or character traits, you you can more easily find the path to your own success. Exhaustive research shows that the Highest paid Top 10% of salespeople share many qualities that set them apart from their colleagues and allow them to move beyond average to attain the highest performance. There are three specific qualities that really make a big difference and lift these top performers to the highest level of sales success. The good news is that you can unlock these qualities in yourself and achieve your own sales success. With that in mind, here are the three qualities that can catapult your sales performance to the top percentiles. The first quality top salespeople have in common is that they have ambition. Top salespeople have an intense desire to be successful. They are not simply satisfied with being average or attaining mediocrity. They strive to be the best. These top performers set their sights on being in the top 20% of people who earn 80% of the money. And if they are already in the top 20%, they want to move up to the top 10%. It is important to understand that everybody who is in the top 20%, including the top salespeople and top sales trainers, start in the bottom 20% and use their ambition and skills to climb to the top. So if you're not at the top yet, don't worry. It's possible to upgrade your skills, abilities and sales to get you to the level you'd like to achieve. The second quality top salespeople have in common is a desire and openness to overcome fears. Fear is the greatest single obstacle to success in sales and marketing, specifically the fear of rejection. Think back to the number of times you didn't make your pitch or asked for the sale because you were afraid your prospect wouldn't pick up the phone or that they'd say no to your offer. Did you use that as your reason not to try to preemptively avoid the rejection? In order to get rid of fear, you have to face what you fear, sometimes multiple times. Top sales performers have used this idea to train themselves to overcome the fear of rejection by repeatedly exposing themselves to it, which lessens its impact over time and allows them to feel more confident in their sales process. They do this by using the go for no rule, meaning they seek out the word no as often as possible instead of avoiding it. The counterintuitive reason why top sales performers use this rule is that the more no's that you can trigger, the more yeses you can get. By embracing and facing fears like this, you'll learn how to more easily handle objections and turn those no's into yeses. The final trait top salespeople share is having a total commitment to success. The 8020 rule applies here. The top 20% of people make 80% of the money because they have dedicated themselves to being successful. Unfortunately, the bottom 80% of salespeople only half heartedly dabble in the industry telling themselves they will try it out and if it works out the way they want, then they'll stay mentally they always have one foot out the door looking for something else. The most successful Salespeople make a 100% commitment to their success and will do whatever it takes and keep working until they reach the highest levels of sales performance. If you're ready to become a top performer, you need to make that same total commitment to your success. You have to keep learning, growing and doing the work for long enough to see the results. If you're ready to sell like the most successful sales professionals out there, those 20% that make 80% of the money, make sure you focus on these three fundamental traits. By honing in and improving on these qualities, you will lay the foundation for continued sales success that will push you to the upper levels of sales performance. Now the question today is what are you willing to do to sell like the top 10% of successful sales professionals? Leave a comment below and Brian will be sure to follow up with you. Thanks for watching. And remember, as Brian always says, if you want to change your future, take action. And take action now.
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