For today’s episode I’m bringing in my great friend and fellow podcaster, Scott Ingram, to share with us the qualities of top-performing salespeople and what you can do to become the top performing seller in your industry.
Scott recently launched his podcast called Sales Success Stories where he features people in the trenches and at the top of their game. He also currently works at Relationship One where he serves as the business development executive doing sales and strategic account management for enterprise accounts.
Here are the highlights of my conversation with Scott:
Top qualities of top sellers:
- Uniqueness
- Hard work as your baseline
- Leveraging your uniqueness and strengths: Find out what makes you unique and go to the extreme with that
- Bringing value to the relationship
- Focusing on the buyer
- Putting buyers first and foremost
- Thinking about what their world is
- Asking great questions to understand them
- Bringing them value that is going to address what they want and need the most
- It’s about serving the buyers
- Speaking to open doors
Having a system in place to qualify buyers who are willing to participate in the process.
- Drive to learn
Anyone can be a top performer but you have to learn. Most top sellers follow an information diet where you focus on your main expertise and make yourself more valuable in your particular space.
Having an introvert skill set:
It’s about the empathy and being good in a small audience and thinking about the other person and what they need and not just being over the top. Almost all sales conversations should be one-to-one, otherwise, too many people in the conversation can get funky.
The role of sales leaders in helping sellers become top performers:
- Sales leaders have a great impact on the success of a seller
- As a seller, you should be reaching out to the top people in your organization and learn from them and get mentorship
The power of leveraging podcasts and other sources of information:
- Listen to sales podcasts to gain education or to provide value to your ideal customer
- Take on the knowledge and continue to learn
- Take the pieces and incorporate it to the core of what you are and how you work and execute it well
- Don’t try to be somebody else, but take the principles and be who you are
Scott’s Major Takeaway:
Be an extreme version of yourself in a way that adds the most value to your clients and future clients.
Episode Resources:
Scott’s Sales Success Stories episode with Justin Bridgemohan of Influitive
Connect with Scott through email at scott@top1.fm
Subscribe to the Sales Stories podcast. Visit www.top1.fm/subscribe
To Sell is Human by Daniel H. Pink
How to Win Friends and Influence People by Dale Carnegie
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