1. They don’t think in terms of sales but rather in terms of building a business.
Great sales people are building a business, not just trying to sale. When you think beyond a sale, you are going to get other people’s attention much more easily. They are going to get other people’s attention much more easily. They are going to survive beyond one sale.
2. They build their businesses one customer at a time and then always leverage the last customer into more customers.
Don’t ever just make a sale and forget about that client. The last sale you make should always open the door to new relationships and clients.
3. They listen more than they speak, getting an understanding of the customer’s needs and then finding a solutions.
Great sales people always ask their clients why they want something done. In listening more than talking, you can better accommodate what they are looking for.
4. They deliver more than they promise, and always promise a lot!
There’s an old sales mantra that say “under commit and over deliver,” but cardone advises that should” over commit and over deliver.”
5. They invest their time in things (people) that positively affect their income and avoid spending time on things (people) that have no return.
Great producers know how to spend time on activity that rings the register. Don't waste your time on activity that can't tell you anything, or doesn't produce anything now or in the future.
6. They are always seeking new, better and faster ways to increase their sales efforts.
Be really concerned about time. Great sales persons constantly work on improving themselves and look for faster ways to close transactions.
7. They are willing to invest in networking, community and relationship, knowing that the difference between a contact and a contract is the “r” that stands for “Relationship”.
Invest in your community. Don’t look at it as expense since you need to develop these relationships. Be involved as much as you can.
8. They are fanatical about selling.
The best salespersons are controlled with their customers and growing their businesses.
9. They don’t depend on marketplace economies for their outcomes and instead rely on their actions.
If you are great, you are going to do well in any economy, because you create your own economy. You run your own race and make something happen despite the environment.
10. Surround themselves overachievers and have little time for those who don’t create opportunities.
These people are sometimes viewed as being uninterested in others, but the truth is that they are just not interested in low production. They don’t want to waste time with people who can’t get anything done.
11. They never accept well enough as well enough.
These people do not need anyone managing them. They push themselves.
12. They don’t see failed sales attempts as failure but as investments in the process.
If you don’t close a business deal, don’t think of it as a failed attempt. You should know that some attempts pay while others don’t, but they are all investments in the business.
13. They never give up on unsold clients, knowing that someday those clients will buy.
Remember those you are growing your business, so if you experience in failed attempt, think of it as an opportunity for the future.
14. They squeeze hours out of minutes and weeks out of days.
Great sales people are like magicians with time. They don’t manage time; they create it and make it work.
15. They see problems as opportunities.
When a problem comes along, see it as an opportunity. If you don’t have any problem, it means you don’t have any value.
16. They invest in their education, development and personal motivation, knowing that these are the tools of sales professionals.
You need to continue to invest in your game; much like a professional ballplayer is always practising.
17. They invest in their careers, their businesses and their customers.
Again, this is all an investment. Invest in the facility and remember that all of this is like watering the lawn. If you take care of your career, business and customers, the money will eventually come.
18. They hold themselves to performance standards that are higher than even their management teams do.
No manager can know you’re potential. Only you know your true potential so put yourself on a higher standard than practicingnk you are worth.
19. They do not need others to hold them accountable.
Tossessing leadership, motivation and purpose.
20. They are constantly in think, plan and prepare mode in order to continue to build their client base and keep their pipelines full.
You cannot ever have an “off” button.