8 things the top 1% of sales reps do differently
TRANSCRIPT
Time is always limited.
• The top 1% prioritize their best leads
to improve the end results and
maximize every minute of their time
spent working each lead.
• The reps know exactly what they’re
going to do at every step of the way
throughout the deal.
Million Dollar Insights
Calm, cool and collected.
• The top reps are confident in their
abilities, so they don’t get as
stressed out as other reps.
• They know which deals will close
and when, and they’re not often
surprised by the outcome.
• They always act calmly and work
well under pressure.
Million Dollar Insights
The right questions at the right time.
• The best 1% ask questions to draw out
prospects, gain their trust, and get
information needed to close the deal.
• These questions helps sales reps get to
the root of a buyer’s problems and work
with their needs so they can offer their
product as a solution to their problems.
Million Dollar Insights
Follow the buyer’s lead.
• Great reps know their company’s sales
process, but they think about the sale
from the specific buyer’s perspective.
• They guide buyers to the point that
they’re ready to buy and understand
that some prospects need time, while
others will buy very quickly.
Million Dollar Insights
Research competitors.
• The best reps not only know their own
product thoroughly, they also know the
competition’s products.
• This helps reps beat out the competition,
because they can easily point out
weaknesses in a competitor’s product.
• Extensive knowledge of the competition
allows them to outsell at every turn, and
win more deals.
Million Dollar Insights
Stop chasing reluctant prospects.
• The best reps are able to tell when a
prospect isn’t going to convert and
they are willing to walk away.
• They waste less time selling to
disinterested buyers, and instead
focus all of their attention on winning
deals that are the most likely to close.
Million Dollar Insights
Always work to improve.
• Great sales reps are always reading
sales books, learning new skills, asking
for coaching, and improving their own
selling abilities. They are always
striving to do better.
• This work ethic pays off and results in
sharper selling skills and improved win
rates across the board.
Million Dollar Insights
Feel the need to win.
• The top reps have incredible drive that
pushes them to win the most deals
and beat out everyone else.
• These reps are competitive people at
heart. This innate ambition and need
to win means they’re never happy
unless they’re at the top of the sales
leaderboard.
Million Dollar Insights
For more on what makes a great sales rep,
Check out our full study.
Thank You!