Anyone in sales more than a year has probably come across the top 5% conversation. This usually occurs in the first 2 months on a consistent basis and during meetings when accolades are given out. The top 5% sales person is well above the rest when it comes to knowledge, understanding, technique, and the amount of money they make. How do you get there?
Reaching the top 5% isn't an easy task. If you know anyone who is considered to be in the top 5%, you probably think they have a different personality than you. Whether they seem rude, cocky, arrogant, polite, or anything else, you just don't have what it takes to accomplish the same goals. YES, YOU CAN! We're going to give you a few ways to start making it happen now:
#1 Surround yourself with the right people
Probably one of the most important approaches a top 5% sales representative can have is surrounding him or herself with the right people. This is especially true if you're new to the sales game. The leadership and guidance you get throughout the journey will have a major impact on your success. Let the negative and inexperienced "mentors" coach the other 95%, because this isn't going to be you.
#2 Utilize Planning and Organization
The sales rep who tries to build a career off raw talent will have two results, a short sales career, or a mediocre one at best. There are several different strategies you can use, but without proper planning and organization, they won't reach their full potential.
It's also a good idea to remember that each potential client has different needs. So the strategies you use will vary from one client to another. Just ask a financial advisor what he or she does before sitting down with someone. They look at spending history, net worth, and ask the right questions upfront to help the people in need (plus several other things).
#3 Find the Decision Makers
Individuals who reach the top 5% in sales do more than just get the sale. Their profiling skills are strong as well. One of the major components is making sure you're in front of a decision maker. All sales reps have been in front of a person who says they need to speak with their husband or wife first. If you have, you most likely felt like you wasted time.
Getting in front of more people throughout a workday will happen if you schedule to meet with decision makers. Most married couples or partners want to make decisions together. Since you know this upfront, schedule a time to meet with them when they can both be there. In the end, you will see more people throughout the year and increase your overall sales.
#4 Fill in the Spare Time
We all go through droughts from time to time, but the people in the top 5% know how to keep it at a minimum. They take the time to find new business, even if the day is full of repeat clients. However, these potential "new clients" will be seen at a later date to keep the schedule full. So while others are dealing with a "dry" part of the year, the top 5% person will be continuing to build their business.
If you're willing to work hard and build a client base, all four of these tips will be crucial to your success. In 6 months to a year from now, you could be in the top 5% yourself.
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