With persistence and dedication to become a sales champion!

With Persistence and Dedication to Become a Sales Champion!

One thing I keep noticing: there is a lack of real characters in sales today! In my early days, salespeople were real tough guys. When I met with a potential customer, I felt like John Wayne on the way to a duel. I casually walked through the aisles, with my finger on the trigger and ready to draw my revolver at the blink of an eye. Figuratively speaking, of course. Back then, there was an infectious spirit of optimism in my industry, and clients ready to close seemed as numerous as the buffalo on the prairie. What has become of them is widely known – and it hasn't been much different for us either. Nowadays, in every industry, there are countless providers for every product, all vying for the favor of customers with a sales army. A good service or a great product is no longer enough – it solely depends on you and your skills as a salesperson whether the customer buys. Due to the high pressure, many salespeople no longer dare to stand by their personality. I hear things like "it would be nice if that works out" or "let's see" and other watered-down stuff. Hello? You might as well give up right away! A top salesperson does not hide behind subjunctives; their mantra is simply "I WANT!". But such originals with rough edges have become rare. Instead, I keep meeting interchangeable yes-men who let themselves be stripped down to their last shirt by their counterpart and grant discounts left and right just to secure the deal. As long as they have the closure in the bag afterwards. It almost brings tears to my eyes! Successful salespeople look different. They are the ones who proudly say: Good day, I am a salesperson and I want to sell you something! So stand with passion and enthusiasm for your job and let your conversation partner feel that too! Of course, by doing so, you also make yourself vulnerable. But you can't please everyone. And you don't have to. Instead, leave behind the fear of loss and dare to do something intuitive, maybe even crazy with the customer – just as long as it's something different from the standard 9-to-5 acquisition. Letting loose is for losers The right mindset – that is the biggest challenge most salespeople face. Because it's by no means the case that you can just march into the customer and they will already have the pen out to sign the contract. Selling is no walk in the park. Nobody can lay the foundation except you. Because only if you believe in the deal yourself and want it badly, can you convince your conversation partner as well. Sounds exhausting? It is! Selling is hard work. Do you know how many percent of all deals are closed after the first conversation? Only two percent! In fact, 80 percent of all deals are realized between the fifth and twelfth meeting. Therefore, the most important thing is: stay on it! This is where the wheat is separated from the chaff. I like to ask in my trainings how often my trainees follow up with potential customers. I had to really control my facial expressions when I heard the answers. I get "maybe 2-3 times" or even better "I don't call back. If there is interest, the customer will reach out." Seriously, are you kidding me?! This won't lead to success. As a top salesperson, you must be as persistent as a terrier – even at the risk of annoying the customer. Fear and doubts have no place here. Because let's be honest – if someone annoys you, you tell them, right? And your customers will do the same to you. If someone tells me "Mr. Limbeck, you've called me three times this week already. It's annoying, please stop!", that's a compliment to me. And the best possible setup, because I reply "And with exactly that persistence, I will be there for you when you book me. I won't leave until I have really boosted your sales." Who can say "No" to that? If you're thinking now that all of this is easy for me because I was practically born to be a salesperson, I have to disagree. Of course, it doesn't hurt to have a certain talent. But that's not all. Above all, diligence and the willingness to work hard on oneself determine who becomes a successful salesperson and who doesn't. Ever heard of the 10,000-hour rule? A true expert, a champion, a real pro is born after about 10,000 hours of practice. That is the magical threshold that scientists have identified. Roughly, that's about ten years of hard work. Then it takes off. That's the price you have to pay if you want to reach the top. Nothing succeeds right away. You'll probably fall flat on your face the next few times too. But practice makes perfect. If you want to fulfill your dream, you have to stick with it and keep pushing forward. For more information about our Top 100 Sales Champion Martin Limbeck, visit: https://www.speakers-excellence.de/redner/martin-limbeck-csp-hardselling.html