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by: Brian Tracy
Thousands of hours and millions of dollars have been spent studying the
most
successful salespeople in our society. They have been interviewed
exhaustively, as have their customers, co-workers and managers. Today we
know more about what it takes for you to be one of the best in the
business
than we have ever known before. And the most important thing we have
learned
in all these studies is that selling is more psychological than anything
else.
THE KEY TO HIGH PERFORMANCE
One of the most important concepts ever discovered in the field of human
performance is called the "winning edge concept." This concept
or principle,
states that, "small differences in ability can translate into
enormous
differences in results." What it means is that if you become just a
little
bit better in certain critical areas of selling, it can translate into
enormous increases in sales. In fact, you may be on the verge of a major
breakthrough in your sales results at this very moment just by learning
and
practicing something new and different to what you have done before.
If a horse comes in first by a nose, it wins ten times the prize money
of
the horse that comes in second, even though the difference is only a
nose,
or perhaps a couple of inches, in a photo finish.
SMALL DIFFERENCES MEAN BIG REWARDS
Does this mean that the horse that wins by a nose is ten times faster
than
the horse that comes in second, by a nose? Of course not! Is the horse
that
wins by a nose twice as fast, or fifty percent faster, or ten percent
faster? The answer is "no" to all of these. The horse that
wins is only a
nose faster, but it translates into ten times the prize money.
GET 100% OF THE COMMISSION
By the same token, the salesperson who gets the sale for himself and his
company gets one hundred percent of the business and one hundred percent
of
the commission. Does this mean that his product is one hundred percent
better than that of the competition, or one hundred percent cheaper? The
fact is that the product may not even be as good and it may cost even
more
than that of the competitor, but the top salesman gets the sale
nonetheless.
The person who gets the sale, is in most cases, not vastly better than
the
person who loses the sale. He or she merely has the "winning
edge" and that
translates into one hundred percent of the business.
ACTION EXERCISES
Now, here are two things you can do immediately to put these ideas into
action.
First, identify the important things you do in every sale, from
prospecting
to closing, and think about what you could do to improve in each area.
Second, select one specific area where you feel you are weak and make a
plan
to become absolutely excellent in this area. This decision alone could
change your career.
Join Brian Tracy, Jim Rohn, Chris Widener and Denis Waitley live in
Anaheim,
California this July! Click here for more details:
http://jim3day.jimrohn.com
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