In traveling throughout North and South America and Europe working with top sales professionals and business owners I was surprised by what made these people so successful.
It wasn’t what I thought or, for that matter, what most people would think made these people the best at what they did.
I thought the one thing most of these people would have in common would be that they had the best closing techniques or closing skills. It wasn’t. You don’t have to be a slick salesman like the Wolf of Wall Street.
The biggest lie in the sales industry is that you have to be the best closer or have the best or slickest closing tricks.
While most of the people that are the best in their fields are good at closing that is not what makes someone a top performer in sales.
What sets the 1% of the top salespeople apart from everyone else is that they have the most compelling reasons to be the best.
Fuel for the Fire
The top salespeople in the world have the strongest reasons to why they have to be successful which fuel them to the top of their profession. That is the difference that makes the difference, not closing skills.
Their reasons why they’re in business give them the drive, will, conviction, and determination to see the plan through to keep going and stick in there while the rest of the competition accepts mediocrity and gets slaughtered like pigs.
This is why goals are so important, yet most people never even set them.
Not only is it important to think about what you want, but more importantly why you want it.
You can have the best plan, take a lot of action on that plan and still experience failure and setbacks. That’s life, that’s business.
But the reasons why you’re in sales or in business will carry you through the muck when times get tough. And times do get tough, it’s reality.
Most people don’t have anything to drive them to get them up early and keep them up late.
Struggling salespeople don’t have enough reasons to succeed and get lazy.
People get lazy when they don’t have clearly defined, exciting goals to accomplish and strong reasons why they must accomplish them.
More than half of what makes someone a successful salesperson or business person is “why”, not “how”.
Like I learned from Tony Robbins “why” comes first, “how” comes second.
For example, how many times have a you seen an irresponsible young adult become a parent and completely turn their life around? It happens a lot, not all the time, but a lot.
The reason is because that person has a strong enough reason to make a change. This person raised their standards and couldn’t live with themselves if they did’t turn their life around, not just for themselves, but for the future of their loved ones.
Why Do You Want It?
Grab a pen write now and take the time to not only write out what you want, but why you want it.
Make your reasons why you want your goals so powerful that it makes you work as if you had a gun to your head!
Why MUST you succeed?
What will happen if you don’t succeed?
In the past, what has not accomplishing your goals cost you? What has that led to?
If it continues to happen where will you be a year from now, 5 years, 20 years from now?
How much money will it cost you?
Would it cost you your relationship? Would it affect your health? How would that make you feel?
What will happen when you do accomplish your goals?
What other areas of your life will improve? How will that make you feel?
What kind of car would you drive?
What kind of house would you move into?
Where would you travel to?
More importantly, what kind of a person would you become?
Your reasons give you power!
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