|
Sales Coaching To Understand What The Top Producers Know |
By:
Cheryl A. Clausen |
|
|
Sales Coaching To Understand What The Top Producers Know
Cheryl A. Clausen
You're stuck being average but you want to be a top producer. Even though you do what you're supposed to be do according to industry experts it isn't working for you in a way that will get you to the top. You don't know what you don't know and you're frustrated and exhausted. If you keep doing what you've been doing you'll stay stuck and frustrated. The success you have now can be the very thing that stifles future growth because the very things that got you where you are will keep you trapped at your current level.
You aren't happy where you are, but you've grown complacent and you aren't working hard to move up. You're in the danger zone. When you're in the danger zone you don't know what you don't know, and you aren't actively working to get to the next level.
Top producers understand that if you aren't moving forward you're moving backward. Once you start that backward slide it's nearly impossible to stop it. You're in essence coasting your way out of the business. And it's not a pretty decent. Go back and work on improving your fundamental sales and marketing skills. Top producers are continually honing their basic skills. Top producers don't do the things industry experts tell them to do, and neither should you. If you observe a top producer you'll notice they don't cold call, they don't use generic marketing communications, and they only network where their prospects hang-out. Top producers didn't have anyone handed them any breaks. They earned their way to the top by learning from people outside their industry and doing what it takes to get results.
It may seem confusing that they would they turn to people outside their industry for help when they could tap into the top producers in their industry. But when you think about it the answers become obvious: the best doers aren't necessarily the best coaches and mentors, the best aren't likely to want to share their secrets and have you directly competing with them, and even if you tried to clone them it wouldn't necessarily work for you because you aren't the same people.
Top producers realize you can't reach the top by copying someone else. You need to follow and understand a sales system, but the purpose of a sales system is to keep you focused on the prospect. When you stay focused on the prospect you can help them buy.
Perhaps one of the most important things a top producer understands is that if you want to sell you have to stop selling, and learn how to help people buy. It takes work to learn how to help people to buy. But top producers are never afraid to work on things that have a high pay-off rather than spinning their wheels on a low value activities that produce nothing. And isn't that what you're doing now?
Author: Cheryl Clausen can help you get unstuck. Find out how how your Sales Skills match up. Could you succeed faster if you just had more time? Improve your Time Management Skills, check this out. Click here to get your own http://www.uberarticles.com/home.php?id=26901&b=79 unique version of this article.
|
|
Article Source: http://www.statssheet.com/articles/article64682.html |
|
|
|
|
|
