Mike Abramowitz breaks down four traits every great salesperson needs: building rapport, managing your state through focus and body language, believing the sale helps the buyer, and asking questions that uncover real pain. These four levers are what separate good salespeople from great ones.
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I've always felt like business is quite simple, but people tend to overcomplicate it. I've always felt kind of followed the path of least resistance. It sounds like you kind of followed some of those tenants as well. What do you think makes salespeople successful today?
From what I learned from Tony Robbins and traveling with Tony and being on his crew, he breaks it down to four things that I've taught my salespeople. I still to this day is Number one is rapport. Without rapport, connection, nothing exists. And then number two is our state management. How? Our focus, our words and our body, our physiology. Like the triad that he talks about, our state management. Number three is personal congruency. We must believe that it's in the best interest of the other person to buy our product. More so than me. They win. More than I win. And then number four are questions, deep, penetrating questions that we can ask that we can uncover the real pain and the real situation that the other person has so we can make sure that our product or service can actually solve whatever pain that they're in.
