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7 Unfair Sales Advantages of Top Performers

Author: ChristineSutherland
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I've spent 3 decades studying top sales professionals, and the last 15 years training sales people from a broad cross-section of industries and measuring the results they've achieved. There is a very clear picture of what aspiring professionals need to master if they, also, are to gain control of their income.

SUPERIOR RAPPORT

Way beyond matching and mirroring, these are skills that put you deeply in synch even with people who start out being resistant to you.

Most of the online dating gurus don't even know this material and let's hope they never find out!

Just remember that manipulation is dumb, and use these skills to enhance relationships of all types, and you'll be on the road to higher sales simply because people start connecting with you so much better.

How can you gain those deeper rapport skills? Of course you're not going to develop them overnight, but you certainly can develop them very quickly with practice. Have you ever seen the rapport building exercise that the synchronised swimming teams do before each performance?

These teams need to be "in synch" if they are to perform in synchronised precision. They take time before each performance to stand in a circle and really connect with each other, not just physically, but mentally and emotionally.

CAN YOU BE A REAL MIND READER?

This goes beyond rapport and is in fact the ability to read your clients like a book.

Using accelerated learning techniques, you can quite quickly develop a level of skill in knowing what your client is thinking, even before your client becomes aware of the thought!

How would you like to know for sure which option your client wants, what they think of each and every thing you say, when is the exact right moment to wrap up the sale? Would this be useful to you?

You can certainly gain this skill, and again it takes practice! If you're willing to spend time with buddies or business friends who'll silently think of things that for example they "like", and then of things that they "don't like", you'll very quickly notice the set of cues that are the giveaway for each person. The more you practice, the more you can pick this up quickly even with people you've never met before.

CLIENT TRAITS THAT YOU MUST KNOW IN ORDER TO MAKE SALES!

Although psychologists would clearly disagree in terms of personality traits that impact on mental health, unless you're a therapist the ONLY personality traits that are of concern to you are those that impact on motivation and decision making.

Some people try to make out that these traits are "rocket science" and I've seen trainers charge thousands of dollars to teach them to people. The irony is that you already have the ability to recognise these traits IMMEDIATELY once you merely read and understand what they are. Almost everyone does.

Take a look at the following trait and you'll see what I mean. This particular trait is called "match/mismatch".

Have you ever met anyone who, the minute you said "black", they said "white"? If you said it was a fine day, they've declared that indeed it was a pretty ordinary day, or even "what's fine about it!". That was probably a person who focuses on the differences, or habitually mismatches. Sometimes we refer to this type of person as a "polarity responder", which is a technical term meaning "pain in the butt" :-).

You might think that nothing could be worse than a mismatcher, but their opposite number can be just as irritating. This is a person who seems able to focus only on what matches or is similar. It's very difficult for them to perceive difference or even "newness" because to them everything is the same or familiar! These people miss on out differences, especially subtle ones.

Case Study

Fred the sales professional is talking with Macey the general manager and Macey seems "contrary". Initially she explains that she has a problem with one of the manufacturing processes, but when Fred refers to this later, using Macey's own phrasing in order to cut out any misunderstanding, Macey denies that there is any problem! Macey even mismatches her own statements. (Author note: People like this do actually exist, and I can point to a particular senior manager at a major organisation who did exactly this, repeatedly throughout the encounter.)

Fred, realising that a mismatcher is one of the easiest people to influence (if you can be bothered), merely says, "Macey, I don't know that you'd agree with me that there could be a better way to run that process, but I wonder if you wouldn't find it easier to "

And he can continue: "Macey, this option isn't for everyone and it might not suit you in this case ....". In fact Macey is probably the easiest client anyone could possibly sell to providing you understand her and respond to her the way that she requires. When you understand all the personality traits, you won't make those relating mistakes again because you'll be working in line with your client's "style".

MILLION DOLLAR QUESTIONS

Clients love these 3 little questions and elite sales performers are experts at asking them, and working with the answers.

What these questions do is to take a laser light to the client's core values in relation to the buying process. And in addition, if you're listening, the answers will include the very words the client needs to hear if they're to decide to buy.

These questions are pure gold. They make purchase utterly compelling, and at the same time build a great relationship that fosters streams of referrals!

HOW TO HAVE ABSOLUTE CONTROL OVER YOUR SALES INCOME

Do you currently know how to achieve any sales goal you choose? Consistently and persistently?

Top sales performers can do that month after month because of one reason: they know and use the statistics that matter. They absolutely know and control the mathematical equation that results in a known sales level.

You've heard of Frank Bettger? He was possibly the first person in the world to turn his sales activities into a documented system that worked. Nowadays of course there's just a little more to it, but not much!

What sales activities do you get involved in? What result can you attribute to each (even if it's just a guess at this stage)? If you wanted to double your income, what would you have to do? What activities would you dump and what would you keep?

But to actually come through on this equation, you have to plan, document, track and analyse each activity. Otherwise you're still flying blind, and you're not being accountable - not even to yourself. If you are prepared to do these things then I'm excited for you, because you're nearly there!

ABRACADABRA! FEAR OR DOUBT GONE!

Often people absolutely know what to do, have the skills to do it extremely well, and really want to do it, but for some reason they retain some niggling discomfort (or abject fear!) and find that they sabotage their success with inaction. They just can't bring themselves to do it, or do it in a consistent way, in order to get the results they crave.

So what if that's holding you back right now, and every time you think about doing a certain task that's essential for your sales success, you actually feel sick in the stomach? (Or if there's just enough of an unconscious "niggle" that you sabotage yourself anyway?)

For several years we've had available an incredible technique to eliminate these types of fears and doubts literally overnight (including stuttering, by the way) but very few people have known about it.

One of the most powerful of all these techniques is "NeuroStim". It's capable of eliminating depression, chronic pain, fear and anxiety in just days, and sometimes even overnight.

NETWORK LIKE THIS AND YOU'LL ENJOY A HUGE PAYOFF!

We used to recommend that our clients and students join a networking organisation and in fact our manual "Speed Business Networking - the Manual" was designed to help people network better in their organisations, and to help the organisations themselves provide a higher-quality networking experience for their members.

It's a tragedy to us that business networking organisations still don't seem to understand the principles of effective networking.

Nowadays we advise our clients and students to avoid these organisations whenever possible. They are half-baked examples of what networking should be about and our people are far better off forming their own business networks among trusted business friends. If they do this the right way, they'll enjoy unprecedented success, including superior peer-mentoring, joint venture agreements, referrals, advocacy, and sharing of expertise and resources. And they can do it all in business hours.

The advantages of turning your back on the networking organisations and building your own private network are gigantic. You'll save time, money and effort, and you no longer have to tolerate boring or rude networking practices. You'll no longer rob yourself, family or friends of time that should be spent with them. You'll have REAL friends in business who enrich your life personally and professionally.

COULD YOU DO IT TOO?

Even though there is always more to learn, especially in terms of communication skills, if you can only do the 7 things I've discussed here, you will absolutely achieve your dreams, and you will have earned them!

About the Author

The complementary manual " Speed Business Networking - The Manual" describes the detailed philosophies and methodologies that deliver effective networking. It's available to individuals and networking organisations who want to network more ethically and more productively.