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Always Be Preapred
| Guest post by: Chris |
Article Overview: A lot of people ask me what exactly the "sales edge" is. The "official" explanation is that it's the difference between the average salesperson and the successful sales professional. Before I share my thoughts on what this "edge" is, I'd like to ask you what you think having the "edge" in selling really means. Think about this...
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Always Be Preapred
What IS the real difference between the average salesperson and a highly successful sales professional?
To me, the real difference is that the highly successful sales professional is willing to commit to the necessary mindset and carry out the activities that will produce the greatest results.
I reveal what these activities and mindsets in my book, "The Sales Edge".
Basically, it's the willingness to do the things that the low producers are unwilling and unable to do. Or the things that the average salespeople are unaware of.
See, the vast majority of people who say they want to be more productive, make more money or advance their career are not willing to put in the time, effort, practice, study, commitment, consistency and hard work in improving themselves and moving forward.
One of my biggest pet peeves is talking to people who say they want to achieve something, but are unwilling to work for it.
They're looking for that quick fix, the magic potion. There is no such thing!
One of my passions is helping individuals who clearly demonstrate the willingness to improve themselves and are not afraid of hard word and learning the right things.
Last Saturday, I was at my buddy's house. We were changing the starter on my car because it seemed like it was giving me some issues. I drive a '97 Toyota Avalon because I love the functionality and reliability of that car. And I put my money in other places and toys rather than the newest cars.
Anyway, we were just about done, and he got a call from his cousin complaining that he had a huge problem with his mortgage payment. He'd just received his mortgage statement and his payment had gone up from about $3300 to almost $3900!
His mortgage note's fixed rate ended & his adjustable rate just kicked in and he wasn't happy at all!
Most people don't know this about me... I'm also a partner in a mortgage brokerage company where I'm also one of the producers.
And what we're hearing is that a whole bunch of companies are in trouble. The funny thing is that we're not feeling it. We're literally swimming in deals. Unbelievable, huh?
I wonder what we're doing that some others are not?
Anyway, this was about 6:00pm on Saturday and we decided to wash up and pay him a visit instead of waiting till Monday.
We were able to swing by his house. The reason we could do this is because we keep all of the tools of our business in the car.
So we got there and we chatted with him, asked him questions and answered questions.
During this time, another of his friends showed up and we started chatting with him as well.
To cut the long story short, we left his house at 9:30pm, almost 3 hours later with 2 complete applications that are ready to be turned over to processing on Monday afternoon.
What's the lesson here?
Always be ready to do business and conduct business at the drop of a hat, be it after hours or on weekends.
Always have the tools of your trade, your business within easy reach.
Because you never know when opportunity knocks.
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Article Tags: chris randolph, get more business, sales edge, sales training, successful sales
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About the Author: Chris RSS for Chris's articles - Visit Chris's website Entrepreneur, Author, Speaker, Sales Trainer & Coach, Speaker WOW! Simply Amazing! Having spent 6 years as a military officer, Chris Randolph was ingrained with the basic building blocks of management & leadership. Overcoming the challenges in successfully motivating individuals from different backgrounds for a common cause, Chris realized that this was one of his natural talents. In the last 19 years, Chris has applied himself to the study and practice of professional selling, management & leadership techniques, negotiation techniques, presentation skills, fine-tuning life purpose, goal identification & achievement, script writing & marketing. He owns 3 successful businesses; is involved in the day-to-day operations and also functions as a highly productive sales rep of these companies. In spite of an unreasonable fear of cold calling, he has made over 290,000 of these calls and over 4,100 sales presentations! Chris has been able to identify key areas that make ordinary people great. Chris is highly skilled in transferring the techniques he has learned through his one-on-one coaching, group coaching, tele-seminars, interactive workshops, articles, seminars and keynote speeches. He is the author of the book "The Sales Edge: the Difference between an Average Salesperson & the Successful Sales Professional", which is sold in 14 countries around the world. This is a sales manual designed for both the novice and proficient salesperson. The "Sales Edge" describes the whole sales process in a clear concise manner with field-tested and proven strategies. Chris is also the author of "Power Negotiating Secrets", "25 Ways To Increase Sales Now", "How To Handle Every Single Objection", "Goal Setting Strategies For Kids", "Common Sales Sense (and Dollars!)", and "World's Greatest Closes". In his caring, yet firm no-nonsense approach in sharing this powerful information, Chris is able to help his clients transform themselves with a clear sense of purpose. You will find yourself exposed to powerful strategies that will transform your skill level. You will develop a game plan for your financials, profession and personal life. You will get the edge! Visit Chris' website: http://www.GetSalesEdge.com Email: Chris@GetSalesEdge.com Click here to visit Chris's website   How To Be Professionally Persistent Knowledge Is Power There Is No Magic Answer In Selling Stop Being A Telephone Coward How To Go About Earning Extra Income |
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