What Sales Winners Do Differently
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In sales, we win or we don’t. There is no second place. In this 3-minute video, we share the Top 5 attributes that separate Top Performers from The Rest. RAIN Group’s research team interviewed hundreds of buyers and asked what the attributes are of the top salespeople they do business with. The results were fascinating. By the way, when second-place salespeople were asked where each attribute ranked, they completely missed the mark in terms of importance.
Audio Transcript
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I am Neil Wood with RAIN Group.
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And over the next three minutes I'm going
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to talk about what sales winners do differently.
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What
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top attributes separate the sales winners, the leaders that go getters,
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the people who really make things happen
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from the rest of the pack,
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also known as second place finishers.
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As you see on the screen and in sales, we know you either win or you lose.
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You don't come in second. There is no second place.
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All of this information you're going to see in this module
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and just a three minute appetiser really
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is based on the research our company has done
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interviewing hundreds of buyers and ask them what makes these sales winners.
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What makes these folks stand out
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compared to the rest of the pack,
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and they were very forthcoming.
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Number one, they said. And this is number one. Out of 44 attributes they mentioned,
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Number one was
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top sales. Reps always educate us with new ideas or perspective,
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so it's enjoyable meeting with them,
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right? They educated me. How was it they educated me.
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Now I share this because most sales people show
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up to an appointment to push product that's it.
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But not the top sales people they educate with best practises, ideas,
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success stories, things like that.
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Secondly, they collaborated.
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They would ask questions about Tell me about your aspirations.
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What are your afflictions? Where do you want to take your business over the next one?
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35 years? Let's talk about that. What's that look like? So they collaborated.
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And that really made a big difference to the buyers.
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Third
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top sellers persuaded them they would achieve results. How do you do that?
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You could share success stories,
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sales stories, many stories, things like that. However they did it, they did it.
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But they persuaded them they would achieve results.
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Number four, this is a big one. They listened, remember?
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Listen and silent have the same exact letters they just rearranged.
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How many people do you know?
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Pretend they're listening, but there's waiting to jump in so they can speak again.
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Top sales people listen
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and they probe. Tell me more about that. Bella, How does How did how did you mean that?
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Tell me what that means to you. All these things.
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And then they were just zipped their lips and they'd listen and pay attention.
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and take notes
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Number five
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because of the collaboration of all four. Because of the culmination of all four,
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they understood my needs is what buyer said.
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They listen. They
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brainstormed all these things, and at the end of it they understood my needs.
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So now we can talk about what's going to work.
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These are the top 10. You see them up on the screen that separated
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the top sellers from the rest of the pack or second place finishers.
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If you'd like more information on this, please go to our website
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rain sales training dot com.
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We'll be happy to visit with you,
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share more examples and just show you how this has worked for so many other clients.
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Thanks so much. Have a good day and good selling.