Episode 23 Turn Back Time and learn how the top 1% of sellers spend their time.

Lisa Thal is an Author, Speaker, and Life Coach. She wrote the book, "Three Word Meetings" for you. A Simple Strategy to Engage, Inspire, and Empower Your Team. Lisa helps provide fun and interesting 3-word topics to get your sales team motivated and inspired. It is guaranteed to save you time and have your team more engaged during the sales meeting. Make an impact on those you lead by using three words!

 

Episode 23 In this episode, we learn what the Top 1% of salespeople have in common and how they manage their time. I discovered some of these insights shared from Cara Hogan, from Insights Squared.

 

8 Traits to help you become one of the Top 1%!

 

1. Manage Time Efficiently

 

The most significant factor between good sales reps and the very best sales reps is how they spend their time. The Top 1% are very efficient with their time. 

 

Time is always limited, and so the best reps can make the most of every hour in the day, and still have a plan to win. The top 1% prioritize their best prospects to improve the results and maximize every minute of their day. These reps don’t just plan out their day in a calendar – they know what they’re going to do at every step of the way throughout every deal. They're always prepared to answer tough questions, and they’re ready to overcome any objection.

 

2. Keep Their Stress Levels Under Control

 

Along with excellent time, management comes less stress and day-to-day pressure. The top reps in sales aren’t the most stressed out. They’re usually calm. Because they’re so confident in their abilities, they don’t get as stressed out as other sales reps. They know which deals will close and when, and they’re not often surprised by the outcome. That doesn’t mean the best reps never stress, but they always act calmly and work well under pressure.

 

3. Ask Effective and Challenging Questions

 

The best 1% of sales reps don’t just talk – they listen. The top sales reps can ask the right questions at the right time, gain their trust, and find out the information needed to close the deal. Reps have to know the right questions to ask to connect the value proposition to the buyer’s specific pain points. Asking these questions helps sales reps get to the real root of a buyer’s struggles and empathize with their needs. Then, the rep can step in and offer solutions as a way to solve their client's problems.

 

4. Understand Buying Processes 

 

Asking the right questions leads to a better knowledge of every prospect and their buying process. They think about the sale from the clients' perspective. Top 1% follow the buyer’s lead and guides them to the point that they’re ready to buy. Reps understand that some prospects need more time to evaluate your product, while others will buy very quickly, and that’s OK. Top reps do follow a sales process, but this focus on a buyer’s needs will help move the deal along faster.

 

5. Compare and Contrast vs. Competitors 

 

 The best reps not only know their product thoroughly, but they also see the competition’s products backward and forwards. They research competitors and understand the advantages of working with them. They can quickly point out differences in a competitor’s product or service compared to their own. Extensive knowledge of the competition allows them to outsell at every turn, and win more deals.

 

 

6. Can Walk Away When Necessary 

 

For the same reason, top reps don’t waste any time, and the best reps are willing to walk away from a prospective customer that isn’t a good fit. The top 1% of reps can tell very quickly when a prospect isn’t going to convert, and are confident enough to stop chasing that reluctant prospect. While this may seem risky to other reps who go after every single lead aggressively, it’s an incredibly smart move. The best reps waste less time selling to disinterested buyers and instead focus all of their attention on earning the business.

 

7. Never Stop Learning 

 

Great sales reps are always invested in themselves, learning new skills, asking for coaching, and improving their selling abilities. This inability to sit back and take a break means these reps are continually striving and pushing themselves to improve. This work ethic pays off and results in sharper selling skills and improved win rates across the board. The best reps are never content with their current abilities, but are continually learning more and pushing their limits.

 

8. Have a Drive to Win 

 

The top sales reps in the game don’t just want to win; they need to succeed. The same drive that pushes the top 1% of reps to learn new selling skills always is what pushes them to win the most deals and beat out everyone else.

 

Turn Back Time and Learn from that time. Take advantage of your time. Ask the right questions, learn the right skills, and with the right mindset, you can become one of the top 1%.