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Home » Business And Finance Articles » Highincome Seller Behaviors 5 Attitudes A Sales Executive Must Have To Close The Deal

High-Income Seller Behaviors: 5 Attitudes A Sales Executive Must Have To Close The Deal

Read almost any book about sales and you'll see some reference to, "you need to have a good attitude." So what does that mean? Sometimes my most effective selling is when I have a "bad attitude" -- when I'm more discerning and skeptical about whether a prospect has money or is willing to make the change. I get tougher then and force the prospect to fit into my procedure. So for the purpose of this article, I'd like to redefine attitude and not talk about it in terms of good or bad, but instead "what attitudes to have."

1. My value can be found nowhere else.

Most high-income sellers are in the business-to-business environment. And in that atmosphere, you must bring value with your knowledge, experience, and observations in a market. So even though you may sell the same type of solution that another company sells, your solution is enriched by you being in the process. High achievers understand that their products or services are better because of their expertise and wisdom. The elite high-income seller has the attitude of "my total solution brings value because the prospect won't be able to find my value from anyone else."

2. If I want more, I contribute more.

The highest achievers realize something that the average performers don't. If you want to earn more money, you have to contribute more value and solve more problems for your customer. We say in our training, "if you want to make more money, solve bigger problems." So when you work on your quarterly goals, stop working on what you can get out of the market and start working on what you can contribute to the market in terms of value and solutions to problems. Then, when you make a sales call or attend a sales prospect meeting, you won't be a needy, begging sales person. You'll be a contributor at a higher value.

3. There is a never-ending supply of client pain.

The elite sellers--the top one percent--know that even when a market is soft (no budgets) it doesn't mean there's no pain in the customer base. So the high achiever is always focused on the problems that he or she can solve and not focused on the budgets that aren't there. Budgets follow beliefs. If the prospect believes he has a problem and believes it's worth solving, budgets have a way of making an appearance.

4. My baggage doesn't matter.

Let's face the fact that we all have unwanted baggage. That little tinge of fear when we get ready to ask a question that we know we should ask, but some how it just doesn't roll off our tongue. The average performer decides he will wait to ask the question later. The high sales performer doesn't let his baggage get in the way of the right question to ask (or the right comment to make). In a sick sort of way, your baggage gets in the way of your customer getting his problem solved. You don't want to have that on your mind when you go to bed tonight, do you?

5. I am hyper-discerning about my time.

It's easy to say, "be discerning," but with all the distractions and demands on our time, it's hard to execute that attitude. So what do high sales achievers do with their time? In the sales environment they create standards of conduct that they demand from the prospect. If on the first phone call, the prospect doesn't want to share any of the problems they're trying to fix then they have broken the first code of conduct and the high achieving sales executive should move on. If, on the first face-to-face meeting, the prospect refuses to tell how much money this problem costs them to have, then again, they've broken a rule of conduct. The sales executive must move on. Set your code of conduct on what you expect from prospects and don't deviate. That makes it easier for you to 'let go' at the appropriate time.

And here is another random article you might be interested in...

Should You Invest In Savings Or Payoff Your Debts?

I have faced this financial question 8 years ago and recently I have friends asked me this same question. I think I should write it up so that it may help some of you that having the same situation.

The decision whether to invest your monthly excess cash into savings account or paying off your debt is a tough one.

There are few factors you need to consider before you make the decision and I listed them down here to help you make an informed decision.

(1) Rolling or fix installment credit account

An example of your rolling credit is credit card. You may continue to add debt into the account while trying to pay off the debt. It is always recommended to pay off your rolling credit before putting into savings account. You should pay more than the minimum payment every month.

Other than paying more than the minimum amount, you should take the following recommended actions immediately to avoid deepen your debt:

(a) Putting your credit card away, keep it at home and don't carry whenever you go. I actually locked the credit card for months when my debt was reaching the un-tolerate level.

(b) Be frugal. Dont buy unnecessary. Be disciplined. I actually print out big words of 'Be Frugal' and stick them around the house. In the bath room, bed room, dining hall. I even carry a small 'Be Frugal' card in my wallet and I will see it when I take money out of my wallet.

(c) Get expert advice. If the debt is too deep and out of control. It is advisable to seek an expert advice

(d) Borrow money from your friends and relatives to payoff the high interest rate c^redit card debt

(e) Payoff the high interest debt with a lower interest personal loan

For the fix installment debt, in some cases you will be penalized if you pay off the loan faster. In this situation, you may want to invest your extra cash into savings

(2) Interest Rate

It is clear that you should pay off your higher interest rate debt than putting your money into savings with lower interest rate. This is not a fix rule, many experts recommended that you should save between 5-15% of your monthly income into savings. You should also save at least 3-6 months worth of monthly spending for emergency use. You have a decision to make between building your nest egg and paying off your debt faster for long term financial health.

(3) Debt Ranking

List and rank all your debts according to the interest rate. Always pay more than the minimum for the highest Interest debt and pay the minimum for lower interest Debts.

In summary, you should balance between building your cash reserve (for emergency use) and paying off your debts. There is no one fix formula for all. Make your own analysis and find out the mix that suit your situation considering the interest rates, debt ranking and whether it is a rolling or fix installment debt.