You see them. You’re probably one of them. Call them the sales superheroes or whatever you want to call them. I’m actually referring to the top performing sellers who always seem to know how to deal with tough situations and pull through. No matter how challenging the task at hand, they always come out successful. How do they do that? Why are they performing so well? Today, I’m sharing with you my insights into how top performing sellers out-beat others each time.
Why top performers do so well: The Mindset to Win
Top performers have this attitude or drive that continues to push them. They persevere towards their goal even when others give up or fall behind the wayside. Don’t just quit even when you’re down to the last quarter. They put a strategy in place and make it happen. This goes beyond work since you also have to apply this to your personal life. Just perform. Just get back and do it.
How to Develop this Attitude to Win:
Be with like-minded people. Be with people around you who have that attitude to win.
Don’t let outside influencers hinder you from performing in your role. It doesn’t matter what or who, you’re going to get past it and succeed.
Don’t let things in yourself which you see as detriments or weaknesses hinder you from doing well. Instead, use these towards your advantage. See it as an opportunity instead of a detriment.
A book to help inspire you to develop a “fighter” mindset:
The Martian is a book written by Andy Weir about a man who got stranded alone in Mars and struggled to survive.
The Martian by Andy Weir
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Many startup companies face a common dilemma in our world today and that is taking their product up to the next level – bringing it to market, successfully. Why? Because many of them are scared of selling. Are you?
I’m bringing Chris Spurvey on the show today as we talk about two very powerful topics that are crucial when it comes to selling: overcoming your fears and having a vision.
Based in Newfoundland, Canada, Chris isn’t new to the sales and marketing space having brought in over $100 million in professional services. He also wrote his recent book, It’s Time to Sell: Cultivating the Sales Mind-Set, which offers a new perspective about the concept of selling so you can change your sales mindset in a way that keeps you motivated!
Here are the highlights of my conversation with Chris:
Why Chris chose to write the book:
The fear of selling: The stigma of that “Electrolux” salesman
Chris shares the story of his mom who ended up buying a very expensive vacuum cleaner all because the salesperson was able to overcome all objectives.
Strategies to Overcoming Fears and Cultivating the Sales Mindset
Write your vision and put it in the present tense. Make it real by bringing in all your senses. Having that vision gives you the motivation you need to sell.
Family – Occupation – Recreation – Motivation
Journaling is a very powerful thing. Write down a conscious stream of thoughts. Write whatever comes to mind. This basically allows the conscious and subconscious mind to communicate with each other.
Chris’ Major Takeaway:
Create a vision. It’s not the fulfillment of the vision, it’s the actual process of creating the vision.
Check out Chris Spurvey’s book, It’s Time to Sell: Cultivating the Sales Mind-Set
Other book mentions:
The Greatest Networker in the World by John Milton Fogg
Think and Grow Rich by Napoleon Hill
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Let’s face it. If you want to achieve massive success in sales, then you have to have a mentality of the survival of the fittest. Otherwise, you will get left behind by your competitors.
One thing you need to do to get ahead of the pack is to be aggressive. And by that I mean, be aggressive without being a jerk. There is definitely a thin line between the two.
A jerk is when you’re annoying, pushing, insulting people, being rude, or you’re hanging up on people or giving a nasty attitude. Being aggressive, on the other hand, means that you’re going to get your goal no matter what while keeping your customer’s interests top of mind.
If you’re not aggressive enough to go for things and reach your goals then, sorry to say, you won’t be going anywhere near achieving success.
So what does it take to become aggressive (without being a jerk)?
Here are some strategies to help you start with becoming aggressive:
Top sales performers are stubborn, relentless, and aggressive. Be among the top 20%. Earn the income and earn the lifestyle that you deserve!