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Equation Research recently published data indicating that the difference in income between Top Salespeople and Low Performing Salespeople is nearly $100,000 a year! Average Total Compensation of Salespeople* High Level Performers$155,055 Mid-Level Performers $ 93,499 Low Level Performers$ 64,990 *Source: Equation Research: Sales & Marketing Management Magazine, May 2005 About 10% of all salespeople are in the High Level Performers category. Philadelphia psychotherapist Dr. Wayne Diamond, who works with a large number of salespeople, has observed this resistance to changing sales beliefs in his practice. Article: Equation Research recently published data indicating that the difference in income midst Top Salespeople and Low Performing Salespeople is nearly $100,000 a year! Where do you fit in? Average Total Compensation of Salespeople* High Level Performers$155,055 Mid-Level Performers $ 93,499 Low Level Performers$ 64,990 *Source: Equation Research: Sales & Marketing Management Magazine, May 2005 About 10% of all salespeople are in the High Level Performers category. However, within that ranking, the Top 1% earn any- where from 5 to 15 times more than the accustomed of that group. What recount for these substantial differences in performance and earning power? What does it take to earn that kind of money? It's not working longer and harder, nor 'working smarter.' No one can work 5 times longer and harder than someone who is near the top of the profession, and no one is several times smarter. The Top 1 Percent are different from the rest. The Top 1% utilize a different sales process that is radically different from the sales techniques that the other 99% use. The way they do mummery doesn't even resemble what most people think of as 'Selling'. The methods of the Top 1% are not a thick guarded 'secret'. Our book, 'High Probability Selling,' describes how the Top 1% do business. It's been on the market since 1993, and 100,000 copies have been sold, presumably to salespeople and sales managers. Why haven't most sales pros 'gotten it' yet? David Wolfe, an expert marketing consultant in Reston, VA., offers this explanation: 'Our smarts evolved to resist change, in the interest of giving us stabilized connections to the external world. To do this, we simply stop up out information that conflicts with past experiences and beliefs. Psychologists call this behavior 'denial.' Paraphrasing more of David Wolfe's writing: Most intelligent salespeople recognize the conflict among their beliefs and the new sales realities. They resolve these conflicts with confabu- lations referring to why they must stick with the 'tried and true.' The instinctive, subconscious part of their ratio tell them that they have survived by utilizing the old methods - and survival is the most powerful human instinct. Philadelphia psychotherapist Dr. Wayne Diamond, who works with a large number of salespeople, has observed this resistance to non-uniform sales beliefs in his practice. He describes it as 'fear-based denial.' Dr. Diamond notes that most salespeople are in such deep denial that they even deny that they experience any fear. They use words like 'uncomfortable,' 'uneasy,' 'awk-ward' and 'anxious,' which are all euphemisms for fear. The cost of all this avoidance, fear, and denial near salespeople is well over a $100,000 a year in lost income. Can you find the courage to face and overcome your fears? If you don't overcome your dread to change, how are you going to improve your earning power? What will it take? If you're not ready now, will you ever be ready? Copyright High Probability Selling. All Rights Reserved.
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More Articles:1. Cold Calling Nightmare -- Turn the Nightmare into a Sales Success Summary:Do you know that some of the greatest salesmen do it on the phone? Yet, I keep hearing how cold calling is a nightmare, how they hate it, and how even some sales gurus say 'cold calling is dead.' Here are some of the reasons I've heard from my own sales trainees, at least in the beginning: 1) Rejection--All I got was No's and the phone slammed in my ear. 2) All I got was voice mail jail and no one ever returns my calls. And there are ot… 2. The Low Down Ultimate Secret to Success in Sales By Joe Guertin Summary: I let him talk through all the usual excuses'the economy, bad territory, high prices (heck, I feel that I made up most of them myself, and should get royalties every time they're used by someone else!).Then he brought up one more: time. Using technology to stay in touch and as a part of your customer service mixThe madness of the demands on your time that will sometimes stretch into the evening hours (heck, once in a while, all night!),… 3. Improve Your Sales Copy in Four Easy Steps Summary: Now you can also include brief testimonials from satisfied customers (provide as much information to identify the customers as they're willing to allow (anonymous testimonials are almost worthless). ' What if I don't like it?' Eliminate the risk The final stumbling block for customers is usually the fear of losing their money if they don't like the product or find it's not what they expected - so offer your customers an iron-clad guarant… 4. Long Sales Letters vs. Short Sales Letters By Matthew Cobb Summary: I receive countless newsletters on copywriting and marketing, and they are all still debating the issue.I doubt that the question will be answered definitively, but after hearing from other Internet copywriters and after considering the issue myself, I've learned that if you follow three guidelines, the issue of length will become almost irrelevant.Guideline #1) TELL PROSPECTS WHAT THEY WANT AND NEED TO KNOW TO MAKE A BUYING DECISION.Int… |