21 ways to be a sales superstar

Law of cause and effect- do the same things others did to get same results. Thoughts are causes and conditions are effects.
Your outer world is a reflection of your inner world. You become what you think about most of the time. Top sales people
think about what they want and how to get it. They have far more optimistic expectation success. irect relationship
between high self esteem and sales.
1. repeat to yourself until it comes true. !"#m the best$. You will become what you repeat to yourself
2. courage. Top sales people confront fears that hold them back. 2 biggest fears are fear of failure and fear of
criticism. The anticipation of fear holds you back. o what you fear. Tell yourself !" can do it% "#m the best% " like
myself$
&. commitment. Top sales people believe in their work and company. They care for their customers. 'epeat to
yourself% !" love my work$
(. professionalism. )ee yourself as advisers% counselors% problem solvers for your customers. *ustomers see top
sales people as consultants+friends. ,eople take you as your own evaluation of yourself. Think of yourself as a
consultant.
-. preparation. ,re call research- info gathering. ,re call ob.ectives- plan sales call in advance. ,repare list of
/uestions. ,ost call analysis- write down every single note you can call.
0. continuous learning. 1
st
1et up early and read about selling for 1hr. practice what you read. 2
nd
read audio
programs in your car. &
rd
take all training available.
2. responsibility. The more responsibility you take the better you feel and better you perform. 3ccept 1445 no
excuses.
6. aida model- attention 7get customer attention+break preoccupation. 3sk /uestion+present idea aimed at a customer
need+benefit8 interest 7arouse interest by explaining features of product that improves life of customer8 desire
7explain benefits customer will en.oy. 9eatures arouse interest but desire causes prospect to buy8 action 7ask
customer to take action on offer. )ales close8
:. relationship selling- based on trust. 1ain trust by asking good /uestions and listen. The bigger the sale% the more
important the relationship.
14. consultative selling- position your self as problem solver+consultant. "mprove customer
11. educational selling- low-no pressure approach. on#t try to persuade customer in any way. 3sk /uestions and
listen to the answers. You#re positioned as teacher and teach customer how they can best use and benefit from
your product.
12. mega credibility- 1
st
personal credibility-dress+groom+accessories 7:-58 2
nd
credibility- reputation. &
rd

testimonials- build credibility. (
th
presentation- customer focused presentation adds value and price you can
charge. -
th
product- must demonstrate that customer is better off with you. ;verything counts and leave nothing
to chance
1&. handling ob.ections effectively- ob.ections indicate interest. Listen without interrupting and compliment
ob.ections. !how do you mean<$% !obviously you have a good reason% mind if " ask what it is<$ feel felt found
method- !" understand how you feel. =thers felt that same way% but others found this when they bought$. ;xplain
benefits outweigh costs. :(5 sales are made on a non-price basis. 9ind real reason.
1(. closing sale- use & methods. !do you have any /uestions that " haven#t covered so far<$ !well then why don#t you
give us a try<$ 2
nd
!well then% the next step is this$. ;xplain plan of action and wrap up the sale .ust as if they said
yes. !and "#ll take care of the rest$ &
rd
- take out order form !well then% if you#ll authori>e this well get started right
away$. ?ever be afraid to ask for what you want.
1-. be aware of most valuable asset which is earning ability.
10. use time well.
12. 64+24 rule- focus time and energy on the 245. "nability to focus on top 24
16. the sales funnel- prospect 7248+present 7-8+follow-up 728. @eep your funnel full. ?ever run out of prospects.
)hould have more prospects than time to see them.
1:. clear income goals. Aroken down into year+month+week+daily goals. ivide income goal by 2-4 7avg days
worked8. divide by 6 7hours per day8. "ncrease income by increasing customer interaction
24. manage territory well. 'educe travel time to increase face to face time w+customers
21. 2 secrets of sales success. 1
st
get serious and make decision to be best. 2
nd
identify weakest skill and make plan to
get better at it. &
rd
get around right people. (
th
take care of physical health. -
th
visuali>e yourself as top person in
your field. 0
th
practice positive self-talk. Talk to yourself the way you want to be. 2
th
take positive action towards
your goals everyday.