3 Secrets For Unstoppable Sales Success
What makes a seller unstoppable? Is it education, skills or product line? Is it natural talent? Find out exactly what they know…to achieve unstoppable success in your sales.
In business, there are always a handful of people who have the most coveted title. It isn’t the title of CEO. It isn’t the one of CFO. Nope. It’s a whole different level of respect. It’s the title of utmost respect: “Unstoppable.”
Several months ago, I interviewed a sales professional who deserved this title. She is humble about her skill. So much so that she asked me to keep her name confidential. However, she agreed to let me share what I learned about her secret for success.
My guess is you’ve got a big presentation, pitch or event coming up. You need to achieve top results. And you don’t have the luxury of doing ‘OK’ or ‘so-so.’ You have to make it work. That’s why I know you’ll snap up these insights like bar nuts with a frosty drink.
Here we go. When I asked about her success, she told me these 3 winning secrets.
1. Use What You Have
How do you do your best work?
“Use what you have—from your natural strengths to the tools at hand.
Here’s the quote I have on my wall:
“Your best work is your expression of yourself. Now, you may not be the greatest at it, but when you do it, you’re the only expert.”
That’s inspiring. Natural strengths are unique to you. That’s the beauty. If you use what you are good at, you’ll become the expert at being you. You are the only expert at you. If you’re feeling down or get doubtful, remember this.
Also, use what ever is at hand. I’m always using visual storytelling to simplify ideas and help people solve problems. But sometimes you’re in a restaurant. There’s no whiteboard. So, use what you have. Sketch on a napkin. Draw on the menu. If you have nothing to write with, share your story with visual examples and metaphors. Use props and objects to describe your story. You wouldn’t believe what you can describe, using salt and pepper shakers as props!”
2. Listen Like A Hawk
What is your most important skill?
Clients love to talk about what’s going on…and when they do, listen like a hawk. They give you clues. Clues about what matters most to them. Clues about what they dream and dread.
Use their words, phrases and ideas to develop solutions. People are constantly giving clues. If they talk, there is tons of information. If they don’t talk, then you have to listen more closely.
What are they saying with their face, expression, hands and body language? What clues are they giving you in what they are not saying?
Recently I was part of a large conference. While some people weren’t saying much, a lot of other people were spilling their guts. It was fascinating. I learned more in the breaks, in the hallway, at meals and in the lobbies than I did in the formal sessions. Be on the lookout for clues. Take them anywhere you find them.
Working with clients is a lot like putting together a gigantic jigsaw puzzle. You may not see the whole picture. You have to stumble along putting together the pieces as you go.”
3. Let Others Take Credit
What’s been the toughest thing to learn?
“Not taking credit for ideas. I’ve learned to let other people take the credit. I don’t need to be in the spotlight. In fact, people are a whole lot happier if they believe ideas are their own. And it doesn’t hurt me one bit.
I don’t need to run around claiming ownership—not when a strategy is working, people are engaged and things are moving forward. The goal is to work together and create something wonderful.
It might sound too basic. But everyone wants to look great. In selling, consulting and presenting, help people look great. Let them take the credit…and go beyond that. Help them look great. It’s a simple recipe but it works.”
Do you want to achieve exceptional sales success? Use these 3 tips and you’ll soon deserve the most important title of all: “Unstoppable.”