In the world of sales, what separates the top 10% of earners from everyone else?
Renowned sales expert Brian Tracy, who has trained over 2 million salespeople across 69 countries, shares his insights on exactly what it takes to reach the pinnacle of sales success.
Through exhaustive research into top performers across 32 industries, Tracy has identified three fundamental qualities that the highest-paid sales professionals share. Here are the key takeaways to elevate your sales career:
1. UNWAVERING AMBITION
20% of the top Salespeople earn 80% of the Money.
Top salespeople possess an intense, burning desire to be successful. They don’t just want to do an adequate job; they strive to be in the top 20% of their field—the elite group that earns 80% of the money. Truly ambitious professionals admire and learn from those who are successful, rather than complaining or criticising like lower performers. If you are currently struggling, Tracy offers a powerful reminder: everybody who is in the top 20% started in the bottom 20%. Even the world’s best salespeople started at the bottom by knocking on doors and cold calling. By setting a firm goal and constantly upgrading your skills, you too can reach the top.
2. CONQUERING THE FEAR OF REJECTION
How many Nos did you get today ?
According to Tracy, fear is the single greatest obstacle to success in sales and marketing today. Millions of salespeople hide behind their keyboards, traumatised by the fear of rejection, hoping passive messages will generate sales. The solution to this is to actively “go for no”. Tracy advises salespeople to aggressively seek out the word “no,” because there is a direct correlation: the more “nos” you trigger, the more “yeses” you will inevitably get. He suggests using the “100 call method,” which involves speaking personally or face-to-face with 100 people to ask if they are interested in your product as fast as you can. By doing the very thing you fear, you will eliminate it entirely.
3. A TOTAL COMMITMENT TO SUCCESS
The top 20% of Sale People make a 100% Commitment to succeeding.
While the bottom 80% of salespeople might just “try it for a while” and always keep one foot out the door looking for other options, the top 20% make a 100% commitment to succeeding. They decide early on that they will be successful no matter what it takes, and they relentlessly work away until they achieve their goals. Tracy emphasises that if you dedicate yourself entirely and hang in there long enough, your ultimate success is inevitable.
To truly take charge of your sales journey, remember this final quote from Tracy to his audience:
“Only you are responsible for your success, no one else”.
TOP 3 QUALITIES FOR SALES MASTERY
