Top salespeople often share a pattern of thinking which helps to fuel their ability to deliver consistent results.
Below I share my thoughts on the mindset of the Top 1%:
Great salespeople are generally positive in their approach to people and their day to day duties. They understand that their behavior can affect and influence the tone of their interactions with others. They prioritise a ‘glass half full’ mentality always seeking a path to a favorable outcome.
The top 1% are always curious, seeking to understand the ‘why’ behind decision making. Through this curiosity, they ask great expansive questions that guide customers to open up to be transparent about their circumstances.
When you’re in an exchange with a great salesperson, they’re engaged and dedicate their entire time and focus on you. As a result, their questions have genuine intent, designed to undercover ways in which their proposition can deliver impact.
Great salespeople are passionate about their role and the proposition they’re selling. This passion comes across in all of their interactions and showcases a genuine belief that what they’re offering truly moves the needle for their customers.
The top 1% are creative, always thinking about how they can take new and innovative approaches to their way of working to drive better results. They leverage this creativity to come up with better ways to position and package their solution to best fit their customer’s needs.
Top salespeople are driven - They maintain hunger and drive to execute on their goals and rarely get derailed from achieving their vision. Drive isn’t something that can be taught, it’s an inherent characteristic of top performers that is easily identifiable during interactions.
Great salespeople are resilient and able to weather the mixed emotions that form a part of any salesperson’s journey. Top performers are able to control their emotions without allowing themselves to get overwhelmed by challenging scenarios.]
The top 1% always prioritise listening first and responding second. They're always seeking to hear and understand more about the circumstances of the person they're interacting with to allow them to respond based on more data points. They possess a genuine intent to want to help and appreciate the fact that the more they listen, the better opportunity they will have to make appropriate suggestions.
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Disclaimer: All views expressed on this article are my own and do not represent the opinions or views of my current employer or any entity whatsoever with which I have been, am now, or will be affiliated. This post is for informational purposes only and any advice should be followed at the reader's own discretion.
©2019 by Alex Alleyne