You Can develop the winning psychological edge in Your Sales
"sometimes the person earning ten times as much as the other salesperson in the office is younger, has less education, sees fewer people, works fewer hours, and has less experience than the long-term professional who is barely making a living" -- Brian Tracy (read to find out more details, inside)
, Are you pushing hard to
move up into the top 10 percent of salespeople, to become one of the highest
paid people in your region, and to achieve all of your goals and dreams in the
wonderful sales profession?
What achieving this requires, more than anything
else, as presented by Brian Tracy, is “that you develop the winning
psychological edge.”
To rouse in you
the desire for sales success, Brian Tracy presents a comparative income data of
the categories of salespeople in every large company as follows,
“In ever large
company, it is common for some salespeople to be earning $25,000 a year while
other salespeople are earning $250,000 a year, a difference of ten times. They
are all selling the same product to the same people, at the same price, under
the same competitive conditions, into the same market, and out of the same
office.”
If you found
yourself in one of those large companies where your pay alongside the pay of
the other 8 salespeople was only $25,000, after five years of working
experience in the organization, while a new salesperson with only 6 months of
working experience in the organization is already earning $250,000, what
thoughts could be going around your mind to explain this discrepancy?
Brian Tracy
captures the possible thought you and the other low income earning salespeople could
be having now or grumbling about the salesperson earning 10 times your income saying,
“Is the person
earning ten times as much as the other working ten times as hard, putting in
ten times the number of hours? Does he or she see ten times the number of
prospects?”
Keep your
worries out of the way for clear thinking about a way of getting out of the
dungeon where you find yourself especially when you are earning below your expectations.
You
can think more positively of how you can also become a high-earning salesperson.
You may be worried thinking of some other things and impossibilities which
Brian did not forget to note such as:
“Is it possible for the high-earning salesperson to be ten times better, in any area, than the person earning one tenth as much? Of course not.”
Stop imagining impossibilities. Only what you
don’t know; which the other salespersons know, puts you behind the competition.
You need
to find out what the others know which you don’t know, and once you find it
out, you will also be given an edge to earn higher sales commission.
That
knowledge may not be in terms of academic qualification or experience from age; which is only a set of numbers, if you don't mind it, but it would be about how relationships are built, and
Brian attested to it saying that,
“In fact, sometimes the person earning ten times as much as the other salesperson in the office is younger, has less education, sees fewer people, works fewer hours, and has less experience than the long-term professional who is barely making a living.”
So there is
something in the way the other salesperson builds relationship with the market
that you haven’t discovered and this is an opportunity for you to discover that
secret of building sales relationship with the market place, in order to become
a high-earning salesperson. Brian Calls it “The Winning Psychological edge.”
Find out more about developing the winning psychological edge in the next post.
Memory
Quote:
“Don’t be afraid to give up the good to go for the great.”
To your sales
career success,
Francis B. Isugu
Advanced Selling
Strategies Success Coach
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