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Home » Business And Finance Articles » Highincome Selling Strategies 5 New Rules To Govern Your Behavior And Actions In The Sales Cycle

High-Income Selling Strategies: 5 New Rules To Govern Your Behavior And Actions In The Sales Cycle

Everyone wants to earn more, but few are willing to change behavior to do so. In fact, most aren't. In my work of over 19 years with the high sales achiever, I find that most of them operate with a different set of rules about selling and the pursuit of new business. These new rules help govern their behavior and actions in the sales cycle. I have over 25 rules that I've documented, but here are the top five for you to consider:

1. Define what you want to attract.

High sales achievers are very specific about what they want to attract, both in terms of financial outcomes and business relationships. The Universe has an interesting way of delivering to you exactly what you order, so be specific on your order when you place it. The Universe doesn't respond well to, "I just want to make more money."

2. Bring up what scares you.

Most sales executive fears are an illusion. The worst thing we can do with fear is to ignore it. That feeling of fear is trying to tell you something and what it's telling you is, to act on it. If you're in a sales process and you feel some fear about bringing up a difficult subject, then that's exactly what you should discuss. Reveal what you feel.

3. Never Coerce.

It's been my privilege to work with some extremely high achievers in the profession of business-to-business sales. One thing I find about them is that they are 'detached to outcomes.' They spend no time "convincing, persuading, and defending." And they spend little time trying to coerce prospects into their way of thinking. When you, a marketing and sales professional, begin to encroach on your prospect's freedom, you become the pain and they'll get rid of you. Tell people upfront "it's alright if you decide this is not a fit at this time, let me know and I'll be gone." But do that upfront. That way you're not 18 months into the process when you hear 'no.'

4. Think "Process."

The greatest businesses in the world have the greatest processes in the world. So why should a sales professional be any different? Of all the processes that the high sales achiever has, the most important one is the sales process. A great sales process is one where you can, in a step-by-step fashion, lead people from beginning to end with the constant understanding that some people will qualify "out of the process" and you can move on. Not only should you have a process, but you should also follow it and be indignant about the prospect's adherence to it. Great sales processes are better for the prospect because it helps them identify their problem quicker and create a better solution. If you feel your sales process is only in your best interest, then you've got the wrong process.

5. Think 'Leverage.'

One way to leverage your strengths is to hire other people and train them to do the things you don't want to do. But as sales professionals--even as high achieving sellers -- you might not have the latitude to go hire staff. But what you can leverage is "current relationships." High achievers never make cold calls. Why would they? The reason: they have learned the power of referral marketing. They find a way to use their current client/network relationships to bring them new, ideal clients.

This is not as simple as "give me ten people you know, so that I can go make a sales call to them." It is a thoughtful, strategic way to generate enough goodwill with your clients that they demand to introduce you to their friends and associates. A great referral program doesn't work if you're not thinking "leverage."

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

The 'Eighth Wonder of the World?'

I'm sure you've heard this term used at least once or twice…

And if you're like many people, you've maybe never thought about its true significance.

One person even went as far as to say that 'those who understood it, were certain to collect it, while those that didn't would be doomed to pay it'.

Many have even called it the 'eighth wonder of the world'...

Some time ago now, someone asked me a strange question. At first I thought it was another of those stupid trick questions but he begged me to hear him out.

It went something like this…

If I were to give you the choice of working for 2000 dollars a day for the next 20 days, or 2 dollars a day for the next twenty days, but compounding that amount by double each day, which would you choose?

I confess… I was a little perplexed.

I was certainly no maths whiz kid at high school. The first option, at a glance, seemed the more attractive of the two. I mean $40,000 is no mean sum, is it?

However, I didn't have a calculator handy, as I'm assuming you probably don't just now. So with a pen and a piece of paper, I allowed him to illustrate what would have happened had I opted for option 2 and compounded my 2 dollars…

Day 1=$2, Day 2=£4, Day 3=£8, Day 4=$16, Day 5=$32, Day 6=$64, Day 7=$128, Day 8=$256, Day 9=$512, Day 10=$1024

At this stage, I admit, I was more than a little tempted to pull out. But he just smiled knowingly, so I held up my hands and let him scribble on…

Day 11=$2048, Day 12=$4096, Day 13=$8192, Day 14=$16,384 Day 15=$32, 768, Day 16=$65,536, Day 17=$131,072, Day 18=£262,144, Day 19=$524,288, Day 20=$10485,76

Wow, i had just been turned on to the magic of Compound Interest!

By just hanging tight those 10 extra days, I would have been sitting on a million!

So what's my point here exactly?

Well let's go back to start of the story...

It's a pretty well known fact that one of the main reasons the wealthy of this world got where they are today is because they understand this simple principle of compound returns…

By allowing interest to accumulate on interest, they've managed to build up small fortunes!

So what about the flip side of the coin?

Well, the chances are that if you know little or nothing about Compound Interest, it's very possible you've got it working against you.

By that I mean that if you have loans and credit card debts of any kind and you're only making the minimum monthly repayments on those debts, then you're becoming gradually poorer.

Think Im exaggerating? Well, here's a fact for you…

Let's imagine you had a 1000-dollar card balance charging 18% interest. With minimum payments you could be nearly 20 years paying that off!

And that's before the bank (as they're fond of doing) offers to up your limit.

In other words, in sharp contrast to the earlier example, you're paying interest on top of interest and becoming slowly insolvent...

So how do you turn the situation around?

Well, I know it may seem like stating the obvious, but if you're spending more than you earn, it's essential you start earning more than you spend.

This will mean getting rid of some of those credit cards. By all means, keep one for emergencies (preferably a low interest rate one). But do get rid of any store or gold credit cards.

Why?

Because they encourage you to buy junk you don't need at ludicrous rates of interest!

But the moral of the story and most important for you is that if you've been allowing compound interest to work against you all this time, then as sure as night follows day, you can start getting it to work for you.

You've probably heard the old Chinese saying, 'The journey of a thousand miles starts with one step'.

Yes, I know that initial little money saved won't seem a great deal, but did the interest really seem a lot when you took on your first loan or credit card?

Those little sums quickly snowball into bigger ones.

So have a think today how you can start getting Compound Interest on your side...

...and, slowly but surely, you'll begin to take a firmer hold on your financial future.