The Bottom Line Vine

Your best salespeople are DRIVEN to WIN: They are competitive pros who know how to persevere and win big deals – they are Sales Champions.

There’s something about sales professionals that fascinates us. We have to admire the salesperson’s endless resilience in the face of constant rejection, their certainty the deal will close in the end.

Whatever your sales culture, you cannot be a top salesperson without being driven to win and compete. Money is not an unimportant factor in managing a sales force. In the right industry, salespeople can make 6-7 figure incomes in a single year. However, research shows money is not what drives exceptional sales people to succeed. It’s the value they place on competing and winning.

Sales champions meet their full potential by developing the following skills and techniques:

o    Staying relaxed under pressure, in what I call “good nervous.”
o    Focusing on what’s important (to the customer) and letting go of everything else.
o    Rebounding from mistakes, bad breaks and failures.
o    Eliminating self-doubts and negative thinking.
o    Using mental rehearsal for upcoming presentations and meetings.
o    Motivating by setting meaningful and compelling goals- for each action; every day and every meeting.
o    Developing self-confidence and a positive, go-for-it attitude.
There are, and always will be ups and downs in sales. They are found within a single competition for a deal, and throughout a sales career. Anyone can handle the good times with class and confidence. This takes no great discipline or character. How you handle the down times is what distinguishes you as a real sales champion from everyone else.

The mark of a true sales champion is that no matter what is going on, no matter how badly things are going, or how far behind they are, they never give up. A sale champion always operates on the principle that there is always an opportunity to win, no matter how daunting the competition.

Refusing to give in to the emotions of defeat (i.e. discouragement, hopelessness, frustration and emotionally quitting), sales champions always produce and surpass their performance goals.  This over-worked cliché; winners never quit and quitters never win holds true. Sales champions never quit.

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