Up-Level Your Selling Skill

The 5 Key Attributes of Elite and Top Performers

Posted by in Books, How the Top 10% Do It!, Up-Level Your Selling Skill

Elite and Top Performers are the cream of the crop. They consistently utilize all the top skills presented in this book. They are the 5 to 20% of real estate agents, the 5 to 20% of brokers, the 5 to 20% of equipment salespeople, the 5 to 10% of financial advisors and so on. They are different from the rest of the pack. They can out-sell anyone, even in the worst market conditions. I have made it my life’s work to benchmark them to find out what five key competencies make them stand out from the rest. The first ability is that they know how to manage their emotions and feelings. They...

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Blocks to Sales Success: Are You an A, B, or C Salesperson?

Posted by in Books, How the Top 10% Do It!, Up-Level Your Selling Skill

What is the difference between an A, B, or C Salesperson? Based on over twenty years of sales training experience and research, I’ve noticed that many salespeople do not meet their monthly targets or optimize their territory. In fact, few achieve 85% to 100% of their plan. In some cases, their prospects and clients are willing to meet with them, and so they labor under the assumption that they are, in fact, great salespeople. When it comes to considering the success of a salesperson, it is not just their percent of plan to consider; it is also all the proactive activities that...

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How to Ensure Your Clients see You as an Elite Performer

Posted by in Books, How the Top 10% Do It!, Up-Level Your Selling Skill

When you walk out of a prospect or client’s door, they will automatically categorize you as an A, B, or C-salesperson. They might not use this description to your face, but they will have made a subjective assessment, they could even be thinking she’s a buffoon, or well, that guy knows his stuff. You either wasted their time or provided them value. Here are the 5 key components of being an A-level performer to your clients. The first attribute is imperative before you can move on to the next steps; you need to have knowledge of the client as well as knowledge of the industry. Is the...

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