Are you familiar with the 80/20 rule? 80% of the sales come from 20% of the sales reps. This means that a small amount of people are able to produce more accounts than a large number of people. How is this so? Are they the chosen ones? Do they have some special magical powers that the others don’t. The great news is, I studied this. Having large sales organizations cold calling selling door to door, I discovered what differentiated a top sales person from the rest.
The highest producing sales reps typically are the ones who have been doing it the longest. This isn’t to say that all people who sell for a long period of time, automatically are placed as the top sales person. There are many other factors that contribute to what makes a successful knocker versus producing average numbers. Study a professional athlete. Do you know any professional athlete that plays at a professional level after just starting out new? Over time, you develop the skill to master the game you are playing, so long as you learn from those who already done it, and tailor it to yourself. Give yourself that edge by tweaking the wheel a little so that you figure out what works best for you. Use others as a guide. Failure and quitting is not an option.
Top dogs know they will go out and get sales. The bar is limitless. The question is how many will I get today. To many sales people understand that they have what it takes to get people to purchase what they have to offer. Why wouldn’t someone want what I have! The more experience you have, the longer you have been doing it, the more sales you have under your belt, the more confident you become. We are programmed sub consciously to believe that if it’s happened in the past, it’s more than likely going to happen again in the future.
No matter what! I’m going to push myself at my redline to get my sales. High producers will not settle for coming home without sales. As time goes on in the day, they use more of their energy to make sure they close that next sale. We tend to start feeling anxiety when we haven’t gotten a sale after our first 30 min or 1 hour. After all, the pain of going home empty handed is way to severe, that we use this emotion as a drive to push through and give it our all on every single door.
A Specific Goal
We know what we want. We know why we want it and we know when exactly we have to come home with it. Setting goals is a major step that is not overlooked by a top producer. Every year, new goals are set.
- How many accounts will I sell this year?
- Why do I want that many sales this year?
- What will it mean to have that many sales this year?
The sense of accomplishment plus the financial benefit. Top dogs love to win. We love the smell and taste of winning. Yearly goals are broken down into monthly, weekly, daily then hourly. Knowing how many sales you need to accomplish short term, helps keep you on target to achieve your long term success. This person really lives the moment of achieving their goals before they even hit it. They envision what it will look and feel like to have all the rewards, praises and benefits from accomplishing their goals. Goals never end. Once you master the art of selling door to door, the next step is to build solid teams and learn how to properly lead your team to victory.
You now have what it takes to be a top sales person at your company. The question is, will you read this once and over skip the steps. Will you tell yourself “oh well, I only need to work on this one, or that one” this mentality will destroy you. Like myself, I’m always challenging myself and growing. I’m constantly studying success because I personally believe it leaves clues. Review this blog post along with all my more in depth teachings just like this and more in my Door To Door Mastery program. Get instant access to my streaming videos and downloadable worksheets now.