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Issue 15 – May 2013

Ruella CrouchHow To Be A Sales Superstar & Make More Sales

What makes a sales superstar? What makes someone who can consistently make sales no matter what the economy is doing? What are the mindsets, attributes, skills and knowledge required by top performers? Why is it that one person or company can thrive, prosper and grow in economic conditions that see others wilt, stumble and fall?

What is it that differentiates top sales performers from mere also-rans and wannabes? These are great questions and ones that I am going to be answering over the coming weeks and months.

People often ask me, “What exactly do you do?” And that too is a great question because what I do is neither sales, nor is it personal development nor is it psychology… it’s a blend of all three. A blend of all three designed to get you great results, no matter what the market and no matter how stiff the competition.

Over the last few years, markets have got tougher, making sales and achieving business success has got more difficult and many individuals and companies have made excuses for their poor results. But I’m not going to do that. As always, I am going to give it to you like it is, no holds barred. I am not going to sugar coat it, nor am I going to try and curry favour by pandering to nonsensical stories that people tell themselves so that they can feel better rather than taking responsibility.

You might not like it all of the time. You might not like it any of the time. But that’s not the point. The point is that we are going to look at how you can be a sales superstar and we are going to start with the simplest of tips.

Simple? Yes.
Easy to overlook? Yes.
Easy to ignore? Yes.
Would it be a BIG mistake to do that? Yes…

Tip 1: Sell from a 10.
If you measure your attitude and mindset from a 1 to a 10, where 1 is the most inappropriate and 10 is THE most appropriate, then you need to be at a 10. You need to be at a 10 when you prepare for your day, a 10 when you make your prospecting calls, a 10 when you consult with your clients, a 10 when you make sales presentations, a 10 when you negotiate, a 10 when you service your clients, a 10 when you get feedback… you get the idea.

As you look around your office, how many people can you see who are truly at a 10?
Consistently? Not many, I bet.

And that’s not good enough. Being at a 10 is not optional anymore. Being at a 10 is not something that’s nice to have anymore. Being at a 10 is critical if you want to succeed in today’s markets. Clients don’t want to deal with people who are “going through the motions”. Clients want to deal with the best salespeople who are giving their best and adding value for them and for their businesses. If we accept the maxim that “clients buy on emotion”, how on earth can we create emotion when WE are going through the motions?

Answer: We can’t.

Business people often ask me, “How has the world changed over the last few years?”

Salespeople often ask me, “How has selling changed?” And people often ask me, “How do I need to change?” And the answer is simple…

You need to Sell from a 10.

There are many other things that you need to do but without this key starting point you will never reach your potential, no matter what you do.

So, here is your mission should you choose to accept it…

Get yourself to a 10, keep yourself at a 10, give the best that you can give every day… irrespective of the market, irrespective of your prospects and clients and irrespective of outside events. You’ll notice the difference straight away. And you’ll wonder why you didn’t commit to this simplest of tips a long time ago.

Next time, we’ll have a look at how to do this and I’ll answer any questions that you have. In the meantime, make sure that you go and join my Success Newsletter. It’s full of tips, strategies and tools and, best of all, it’s free. And if you have questions, you can reach me through the website or email info@gaviningham.net.

Have a great week and sell with passion.

Gavin Ingham is a Sales Author, Conference Catalyst, Avid Seeker of Sales Excellence & Creator of the 5.5 Steps to Sales Success. Gavin helps people to be the best that they can be.

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