Every organization has two types of sales professionals — producers and interceptors.
Producers represent only 20 percent of the sales force, but consistently produce 80 percent of the business.
Why is that?
Well, if you study the producers, you’ll discover they have seven characteristics. Study these traits and decide how they can become yours.
- First, generators are well rehearsed.They invest time in preparation. They believe spectacular achievements are the result of unspectacular preparation.
- Second, generators are relationship builders.They know that all things being equal, prospects buy from the professionals they know, trust and like. More importantly, they understand that all things not being equal, buyers do the same thing — they buy from professionals they know, trust and like.
- Third, producers work at the right things.They focus on those few sales activities that make the big difference.
- Next, producers always have a sales call objective.They have in mind a “bottom line result” as they enter every selling situation.
- Fifth, producers ask probing questions.They ask the right questions — the questions that arouse interest with prospects.
- Sixth, producers talk to the decision makers.They do not want to give their presentation for practice.
- Finally, producers manage the buying process.They help along the prospect’s decision to buy.
- The best way to save time is to learn how to say no.
- How do I judge the value of a compliment?
- When have I been tempted to accept a job or project out of loyalty which wasn’t suitable?
- How do I know when to say “yes”?