Do You Have Both Of These Success Traits?
I’ve been doing a lot of research lately into the differences between people who make success look easy and those who work like dogs just to keep up.
Here are two of the things I’ve uncovered.
The first thing I discovered is that successful sellers (owners and salespeople) look at themselves first when their income isn’t as high as they want.
In a recent conversation with Jill Konrath, author of Agile Selling, she gave me a shocking statistic from Xerox’s own research.
Only 1 in 7 sellers takes the time to self-assess themselves and figure out their own role in their sales success.
That means that only 14% of sellers walk out of an unsuccessful meeting and think, “What did I do to mess that up?”
The other 86% simply decide the other person was the problem and go off to the next appointment.
That, my friends, is where the myth that sales is a numbers game got started.
The second thing I discovered is that successful people invest in themselves.
The most recent sellers I interviewed (all of whom grew over 20% last year) said they invested time away from work to recharge their batteries as well as step back and take a look at themselves (there is that self-assessment thing again).
In addition, each of them invested in their on-going education. One woman I interviewed said she had invested $20,000 in seminars/workshops/online training, etc and she had already seen a 10x return on her investment.
In my analysis of this blog and the feedback I get from readers, I can tell you that the number of people who take the time and spend the money to grow their sales falls right in line with Xerox’s numbers.
I know I’m being pretty in-your-face about this but please understand I desperately want you to live your dreams.
Take the time, right this minute, to find some way to educate yourself and improve your skills. There are free things available on this blog.
I’m also happy to make recommendations of other experts if you don’t like me. Just ask me in the comments and let me know what kind of help you want. I’ll send you some ideas.