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How Do The Top Pros Always Make Those Big Sales?

Is it voice? Personality? What's their magic? - by Wonderboy
Everybody knows it's the shoes. cl2;

If it's not the shoes then it's the ability to get people to listen, understand, and trust you. - by Calvin
Is it voice? Personality? What's their magic?
Yes Wonderboy it is "Magic", in magics truest form. We've all watched in sheer amazement as a "Magician" does all his tricks, right in front of our eyes. Things disappear ... then reappear ... astonishing! We all ask, "How ... do they do that?"

We all know it's not magic. Reality ... there is no such thing as magic. It's slight of hand! It's optical illusion! And, it's very difficult to perform.

The magic is in the "Magic Formula". Our amazing magician has spent many many years learning. What works and what doesn't. Hours upon hours of practicing the illusion themselves. Hours upon hours of practicing showmanship. Dedication to making it seemless to the audience. The diligence to change and add to the act to benefit those who watch the performance

When their not performing or practicing, you will find them reading and studying famous Magicians past and present to learn something new and valuable. They have an attitude of being better today than yesterday and even better tomorrow.

That's the "Magic" of top magicians and top salespeople.

It's the "Magic Formula"!

Greg - by Gregoire
"How Do The Top Pros Always Make Those Big Sales?"

Simple answer... They ask for it.
- by bluenote
From everything I've learned the most important part is great listening skills. They are able to ask questions and hear the answers. They find the need and fill it. - by Big Rob
"How Do The Top Pros Always Make Those Big Sales?"

Simple answer... They ask for it.
if it was only that easy. Reason why are as follows
1. they usually have more experience and therefore overcome the objections that less experinced people would have stumbled
2. Top pros usually work harder and therefore see more accounts, prospects, etc.... and it is a numbers game the more you see the better chance you have of getting the big sale
3. most big sales aren't done in a day, week or even a month. Most big sales may take over a year and take time to devolp. - by benjamin-benjamin
if it was only that easy. Reason why are as follows
1. they usually have more experience and therefore overcome the objections that less experinced people would have stumbled
2. Top pros usually work harder and therefore see more accounts, prospects, etc.... and it is a numbers game the more you see the better chance you have of getting the big sale
3. most big sales aren't done in a day, week or even a month. Most big sales may take over a year and take time to devolp.
I'm not agreeing with you 100% benjamin.

Here's why:

Top pros obviously do have more experience. However, and in many cases, I've witnessed "years of experience" hurt salespeople more than help them. This, by the way, is going "by the numbers".

Many people develop poor habits over time and just because someone is experienced in their field, this doesn't make them a "Top Pro". Have you ever seen an absolute green-pea out write a veteran on pure enthusiasm alone?

Top Pros work smarter not harder and therefore they do effortlessly see and talk with more prospects. Speaking of numbers, less than 3% of all salespeople can be classified as "Top Pros".

There are tens of thousands of different sales industries out there so I'd find it real difficult to say that most big sales are not closed that day or week.

True, large accounts are snowballed and developed over time but many sales are closed that day/week or on a one call type basis.

Without getting industry specific, I will stand by my statement in saying Top Pros get what they want because they look the prospect dead in the eye, with absolute conviction, and they ask for it.

It really is that simple.

Don't get me wrong, I believe in having a solid foundation, believing in your product/service, giving a polished presentation etc... but sometimes over analyzing and thinking too much really can hurt you.

Stick to the basics and ask for the sale. - by bluenote
The top pros get the big sales because they work the right leads. ;tks - by Thomas
i think you are misunderstanding what i am saying

Top pros obviously do have more experience. However, and in many cases, I've witnessed "years of experience" hurt salespeople more than help them. This, by the way, is going "by the numbers".

Many people develop poor habits over time and just because someone is experienced in their field, this doesn't make them a "Top Pro". Have you ever seen an absolute green-pea out write a veteran on pure enthusiasm alone?

I never said that all people with experience are "top pros". It is assumed that since i was only talking about "top pros" that i was not refering to people that sucked at their job.. - by benjamin-benjamin
The top pros get the big sales because they work the right leads. ;tks
Obviously :thup - by bluenote
I think there are several factors:

You don't waste time with people who don't understand your message. If I sell 'quality' and you buy on 'price', there's not going to be much common ground.

You need to talk to the decision maker--even if it's for 10 minutes.

You need to have a concise statement about why they should buy from you. I always had 3 bullet points. When they'd ask, I'd give them the 3 bullet points, nd get their agreement these are important things.

Susan - by susana
I heard Bryan Tracy say once that in a horse race, the horse that places first gets 10x the prize money, even though he usually only wins by a nose. It does not mean that the horse is 10x better, but just a nose better. Likewise in sales, the top producers are usually only a nose better. They might say the same things, but their timing is perfect, when they close, and when how they answer objections. I think everyone can become a top producer if they commit to a certain level of professionalism. - by Jon on Maui
I heard Bryan Tracy say once that in a horse race, the horse that places first gets 10x the prize money, even though he usually only wins by a nose. It does not mean that the horse is 10x better, but just a nose better. Likewise in sales, the top producers are usually only a nose better. They might say the same things, but their timing is perfect, when they close, and when how they answer objections. I think everyone can become a top producer if they commit to a certain level of professionalism.
I don't go for that analogy because the race is for an audience purpose (a crowd pleaser).

To complicate the situation further:

1) Doing 25% better than quota wouldn't raise an eyebrow at many places but you will get raves from your carpet cleaning manager.

2) Commission structures can vary tremendously from one place to the next.

3) Saying you've tripled your sales means something different depending on your starting base (you may have been below quota
before you've improved).

We're definitely in agreement with your last statement, but many would ask what you mean by professionalism that separates the top pros from the rest. - by Wonderboy
Having had the opportunity to work with and interview dozens of the top pros (million dollar a year income superstars), I've found that their sales, for the most part, in terms of size, is no different than any other salesperson's.

They do, of course, make some huge sales in that mix. But for the most part, they make those huge sales either because they have carved out a niche that results in lots of huge sales or they simply make many times the number of sales the average salesperson makes--giving them many times the opportunity to make huge sales.

Their other weapon is they've learned how to generate a large number of high quality referrals from their clients. Clients tend to know people like themselves. If a Realtor selling a 3 million dollar home gets quality referrals from the client, many, if not most of those referrals will be to people looking to buy or sell somewhere roughly in the same price range.

They really don't have any