Between the Ears

Q. What makes some sales people more successful than others.

A. Very interesting question and one the will conjure up a lot of debate. I’ll give you my take and stir the pot.

The biggest challenge is between the ears!

In the April Field and Stream issue there was an article that addresses competitive shooting that maps over exactly to what I’ve seen in the sales training world for the last 15 years. I’ll paraphrase. Research shows that a shooters heartbeat can go from a normal 78 to an extreme 180 when a target appears. (Ever feel your heart race in a sales situation?) The article further identifies three very distinct attributes that make the difference in champions and first losers (second place). 1) Champions are so confident they are borderline arrogant. 2. Champions never expect to do anything but WIN! They visualize themselves successful. And 3. They practice to the point of automation. They eat breath and sleep their skill so much that when the target appears the instinctively do the right thing to create success.

Additionally, I believe that Desire, Commitment, Personal Responsibility and Outlook determine the slight edge difference between outstanding achievers and at leasters.

Successful salespeople consistently execute the hard things in sales that others don’t. The have the humility to prepare and the confidence to pull it off.

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