Do you love what you do?
When customers hear you talk about what you sell, do they get it?
Are they impressed?
Is how you feel about your offering coming from your heart with a willingness to help, or is it coming across as you just wanting to sell?
The best are fanatics! I was once accused of being too fanatical about what I was selling, and they meant that to be an insult. The very best know their competition, know their customer, understand how to sell, and most importantly have a real passion for what they have to offer. When they are asked how they feel about what they sell, they provide information with real conviction.
Not only do they have a passion for what they sell, they have a genuine desire for helping their clients. I know a local company who is very successful at carpet cleaning.
They are so successful in what they do, that they are tasked to clean rugs that in many cases are valued at more than $100,000. Understand we are talking about a carpet cleaner; yes, a carpet cleaner who takes what they do to another level. Recently in my own home, they followed up 6 months after providing us service to check in and see if any stains had resurfaced because they were concerned.
Who does this?
The answer is people with a real passion for what they do and how they serve their customers.
How do I become or find a top 5% performer?
Salespeople can learn about products and services to sell, they can be taught techniques on how to sell, but those with the character qualities of Ganas, Commitment, Discipline, and Passion are the ones that will rise to the top.
Am I suggesting that the easy solution is to find these individuals if you are the business looking for one? No not all.
These individuals also need to be led and supported in a sales environment that makes them want to perform this well. Great sales managers are also great coaches who are constantly making their team better by ensuring they cover all of the bases to make their entire sales team more successful.
About the author
Jaime “Jim” Hernandez, is president of Strategic Business Communications, Inc. which ranked #4122 in INC magazine’s Fastest Growing Companies in America. He contributes a column about marketing for Latin Business Today. A motivational speaker, marketing consultant and trainer, Jim has worked with more than 30 businesses in the U.S. and abroad. He is a member of the National Advisory Board of MYM, and has been a guest lecturer on sales and marketing at the University of San Diego.Website