Why Winners Win

1 WHY CONSISTENT RESULTS ARE NOT ACHIEVED

Winners come in all shapes and sizes, but most have certain characteristics and qualities that ensure their success.

Conspicuously absent are certain qualities that are common to most mediocre performers, and we'll explore these first.

If you intend to become a consistent top performer, it will help to recognise the poor habits that contribute to low or inconsistent results. Some of these are work habits; others are thought and attitude habits.

The four fatal flaws

The main factors behind poor performance are what I call the ‘four fatal flaws'. If you find you identify closely with these habits, it will almost certainly indicate that Sales is not for you. They are:

• low ego drive (self-esteem)
• wrong career selection
• little belief
• call reluctance.

People who suffer from these ‘afflictions' often go through the motions, but their chances of long-term success are nil.

Winners represent 20 per cent of the total sales force but account for 80 per cent of total sales volume. The other 80 per cent of the sales force fight it out for the remaining 20 per cent of the sales.

No wonder life is tough for those who find themselves in this 80 per cent. The truth is, they're in the wrong career!

Low ego drive

This is known as the care–close combination: Successful salespeople strike a fine balance between caring for their customers and closing the sale (the persuasion factor). Depending on the product you are selling, the balance will be tipped one ...