Chapter 1What It Takes to Be a Top ProducerTen Characteristics of Top Sales Producers

If you are reading this book right now, then I know you want to perform better in your sales career. If you are a business owner, then I know you want to help your sales team accomplish more. It shows that you are willing to take the time to search out strategies and learn the word‐for‐word scripts that will give you an edge over your competition. That's a good thing, but are you ready to really commit to doing the things that will catapult you into that rarified stratum of top sales producers?

You know the top producers I am talking about. They are the ones who are always at or near the top of the sales production list every month, who always win the sales contests, and who always seem to be in a good mood. They are positive and confident, and they have that feeling that no matter what happens to the leads or the economy or the company, they will find a way to succeed.

Years ago I heard a sales motivator say:

When I heard that statement, I was a struggling sales rep, and I was sick and tired of being sick and tired. I was at a crossroads in my career (and my life), and I was either going to find a different way of making a living, or I was going to go back to school and get out of sales altogether.

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