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The Truth About Sale Success!

Bill Brooks of The Brooks Group wrote angain," it doesn't mean you will fail at
article several years ago about hissales. However, it does mean that you only
organization's research into saleshave about a 22 percent chance that you will
performance. Bill's research partner analyzedbecome  a  top  sales  producer.
178 top sales performers from the United
States and another 450 from Germany who, as3. If you're not motivated by making money,
he stated, "...were at the very peak of theiras 78 percent of the top sales producers in
game." These top sales professional werethe study, you will most likely always be an
analyzed in two key areas behavioral styleaverage  or  below  average  sales  producer.
(personality) and core values. Here's what
the Brooks Group researchers learned about4. To be a top producer you need to work for
sales  success:an organization that gives you the
opportunity to earn as much money as
A sales or service industry professional'spossible. The "opportunity" to make money
personality has little or nothing to do withhelps to stimulate this vital core value and
his or her sales success levels. The Brooksgive you the driving force needed to succeed
research found that there was a broad spreadat  selling.
of personalities and sales styles across the
groups of sales professionals assessed and5. You must understand that motivation to
that "personality characteristics pegged toreach the top comes from within-from your
success" was not a factor in the salesvalues. Your core values are part of your
success equation. In truth, the successfulinternal "operating system," that makes you
sales performer's personalities varied aswho  you  really  are.
much as the products or services that they
sold! However, in assessing each sales6. You really need to find out what "turns
professional, 78 percent of these topyou on" and then go for it. You see, there
performers all shared the same basic valueare hundreds of interests that are important
and that this core value was the key to ato people with core values other than working
sales professional's consistent salestoward  high  economic  gain.
success. What was the value? Across two
distinct cultures and a diverse group ofTop sales professionals and service industry
industries the core value driving top sellers"rainmakers" earn a lot of money. But as Bill
was their keen interest in making a lot ofBrooks says, "They also want to earn a lot of
money!money. It fuels their self worth and sense of
well being. It's how they measure their
What does this research mean to a sales orsuccess." However, I have observed in my
service  industry  professional?coaching sessions with the top producers that
they have additional values that complement
1. Personality and style are not nearly astheir drive to earn money. Most of them are
important to your sales or businessalso driven to solve a prospect, customer or
development  success  as  your  core  values.client's problems and to meet the needs of
those they sell, doing something to deserve
2. If you are not motivated by "financialthe money they are driven to earn.



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