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  • Do you know what separates the most

  • successful salespeople from everyone else?

  • Well, there is a very small group

  • of top performing salespeople

  • who are out-earning

  • and outselling everyone else

  • many times over.

  • And what's so cool to someone in my position

  • is that I get to actually see

  • what they're doing in today's marketplace.

  • These people basically have

  • all of the same skillsets and approaches

  • to win those much larger sales more consistently.

  • In this video we will see

  • if you have the 11 critical sales skills

  • all successful salespeople must have.

  • Check it out.

  • Number one, they engage prospects

  • to discuss their business challenges.

  • This is one of the pieces of data

  • that we've recently discovered

  • is really outstanding,

  • the difference between top performers

  • and even average or in most cases bottom performers.

  • And what we found is that top performers

  • are much more effective at engaging prospects

  • to really talk about business challenges.

  • And they do so in a way where

  • they're literally asking about twice as many

  • business-related questions as their counterparts.

  • And so what we see here

  • is that if you want to be

  • in that top tier of salespeople,

  • we can't be thinking about just

  • how are we selling our product,

  • but we have to be thinking about

  • how are we understanding

  • the business challenges

  • that our prospects are facing.

  • Are we thinking big picture?

  • Are we thinking about the real value

  • that your solution truly offers?

  • Because at the end of the day,

  • what you are selling

  • is not a product or a service,

  • but a solution

  • to the prospect's business challenges.

  • Number two, they come off as a real human being.

  • This is really counter to what most of us

  • have been taught over the years as far as

  • how we should present ourselves to the prospect.

  • Most of us were taught that when

  • you get in front of a prospect,

  • you need to be high energy,

  • you need to be excited,

  • you need to be jazzed.

  • And what we've learned is that top performers

  • are actually behaving in a way that's just real.

  • It's very authentic.

  • In fact I just recently came across a video

  • of an artificial intelligence algorithm

  • pretending to be a real person on a phone call.

  • And what I noticed that was so obvious

  • was that the artificial intelligence algorithm

  • that's talking doesn't sound perfect.

  • They're saying um, they're saying ah,

  • they're being a little imperfect,

  • and that's what makes them sound real.

  • They're not excited, they're just down-to-earth.

  • Now to be clear, I'm not saying that we wanna be like

  • an artificial intelligence algorithm.

  • But what's interesting is that obviously

  • the people designing that program

  • understood that what is real

  • is just sounding normal,

  • it's sounding genuine.

  • And when we as salespeople come off as truly real,

  • as a normal human being,

  • people are much more likely

  • to actually engage with us

  • in that conversation.

  • Number three, appear as the distinct expert.

  • This is one of the pieces of data that

  • I found in our internal research

  • in a study that we recently did of salespeople

  • is that top performers see themself as the expert.

  • And as a result of seeing themselves as the expert,

  • they come off as truly the distinct expert.

  • And so it's a little bit of chicken or the egg.

  • You get to start by seeing yourself as the expert,

  • and then what we have to do is start to think about

  • what are our competitors doing,

  • and how can we do the exact opposite

  • when we're in front of our prospects.

  • So think for a second,

  • how are we presenting?

  • Are coming off as high energy, excited?

  • Or are we coming off as just

  • that down-to-earth distinct expert,

  • that doctor who's engaging that prospect

  • in a real type of a conversation?

  • What you're going to find

  • is that distinction actually comes

  • by being just really genuine and real.

  • Number four, they don't push their prospects to buy.

  • This again goes completely counter

  • to what most of us have been taught.

  • If you remember seeing those great old movies

  • like Boiler Room or Glengarry Glen Ross, right?

  • There's always this magical moment

  • right at the end of the sales presentation

  • where the salesperson comes in

  • and is basically pushing the prospect to buy,

  • and the prospect is coming up with objections

  • and all the reasons why they can't do it,

  • and the tough good salesperson is coming back

  • with all the ways to overcome,

  • and ultimately they buy,

  • and it's like an arm wrestling match.

  • And this is what a lot of salespeople are doing.

  • They think that when they're getting pushback

  • from a prospect as to why they shouldn't buy,

  • their goal is to push back even harder.

  • The reality is that top performers

  • aren't pushing their prospects to buy.

  • Instead what they're doing

  • is they're addressing

  • any types of objections up front.

  • They're understanding any reasons

  • why the prospect might not actually

  • want to buy in the first place

  • or any concerns that the prospect has.

  • So they're actually dealing with any objections

  • early on in the situation,

  • and they're just digging into them.

  • They're asking questions about it.

  • They're saying, "Help me understand why you say that."

  • Understanding why a prospect

  • is either interested or not interested,

  • or has this need or that need,

  • getting that full picture is what makes us the expert,

  • and therefore prospects

  • are much more inclined to actually buy.

  • Number five, they consistently add to their pipeline.

  • Now this sounds almost obvious,

  • but what we see

  • is that top performers are not

  • getting into the office each day and saying,

  • "What do I have to do today to drum up sales?"

  • They're not going out and servicing clients for a month,

  • and so they're not selling for that month,

  • and then they get into this

  • kind of cycle of the ups and downs.

  • Top performers tend to be much more consistent

  • about adding to their pipeline each and everyday.

  • I spoke to one of the top performing sales reps at HubSpot

  • just a couple of months ago,

  • and what he said is,

  • "I don't leave the office

  • "until I've added two opportunities

  • "to my pipeline each and everyday."

  • And I thought to myself

  • that is the most beautiful summation

  • of a top performing mindset.

  • Now he was selling something different than you,

  • so maybe adding two opportunities each day is more

  • or maybe it's less than what you need to be doing.

  • But what is that number?

  • How many opportunities do you need to be adding

  • each and everyday to your pipeline

  • or each and every week to your pipeline

  • in order to ensure that you're going to hit your numbers?

  • Get very clear on that.

  • How many meetings do you have to set?

  • And think about consistency.

  • Think more like the tortoise

  • who's just taking one step at a time

  • as opposed to that hare

  • who's running here, running there,

  • and going in all different directions.

  • We want to just take consistent steps each and everyday.

  • Number six is willing to sell higher up.

  • One of the biggest distinctions that I see in my work

  • day in and day out between top performers and everyone else

  • is that top performers have the guts,

  • they have courage to sell really high up

  • within an organization.

  • And so that doesn't just mean calling on the CEO,

  • but it also means selling to bigger opportunities.

  • It means selling to bigger companies.

  • It means to create big opportunities.

  • And the way we do that is by going big.

  • Average performers tend to hit lots of singles or doubles

  • where they're just piecing together a living.

  • Top performers are going for the bigger opportunities.

  • And what you find time and time again is that

  • big opportunities take just as much work

  • as those average opportunities

  • or those smaller opportunities,

  • but the reward for those bigger opportunities

  • is so much bigger.

  • So this is both a mindset and a tactical shift.

  • What are you doing to make sure that you're selling

  • higher and higher and higher up the ladder

  • so that way you are making bigger sales

  • and you're selling bigger solutions.

  • Number seven, dialogue over monologue.

  • Now we all have been told for many years that

  • we need to be asking questions,

  • we need to engage people in conversations.

  • I get it, you've heard this a million times.

  • But actually there's really some very new data

  • that shows that top performers

  • are actually doing a lot more dialogue

  • than one-way monologue,

  • and in particular in the presentation phase, right?

  • In the discovery phase

  • we all know that we have to be asking questions,

  • but what we see a big shift in

  • is when we get to the actual presentation phase

  • is that average performers tend to go on monologues,

  • they just start talking and talking and talking

  • for extended periods of time

  • presenting the features and the benefits and all of this,

  • whereas top performers continue that to a dialogue

  • even in the presentation.

  • And this is really profound.

  • What we can actually see is that

  • there are organizations

  • that have studied top performers

  • and what they see is that top performers

  • have a lot more speaker switches

  • in the presentation phase.

  • And when a speaker switches

  • is literally I speak then you speak,

  • I speak, you speak.

  • Each time we switch,

  • that's a speaker switch.

  • Top performers are engaging their prospects

  • even throughout the presentation.

  • So it's more of a back and forth

  • as opposed to just that one way

  • I'm gonna show you the top 10 reasons

  • that you need to work with me,

  • it's much more of a

  • hey let me show you one idea,

  • does that make sense?

  • And back and forth.

  • Huge huge distinction has really profound results.

  • Number eight, they understand the upside value.

  • And what we see here is that

  • there's a really important distinction between

  • telling a prospect what the ROI for the solution is

  • versus helping the prospect actually do their own math.

  • And so what we see is with top performers,

  • they're asking questions that basically bake in

  • the upside value of their solution.

  • So let me give you an example.

  • Alright so they're engaging a prospect

  • around their solutions,

  • let's say, you work for a marketing company,