So what does it take to become a Top Producer? That is one of my favorite questions. Don’t we all want the secret formula, the magic pill to becoming a Top Producer? Sure, we all want to know what makes Top Producers well produce! What is it, that thing? It ensures that time after time no matter the odds, the economy or the competition, Top Producers just continue to blow past their goals and achieve at exceptionally high levels.
Every company has top producers and every leader wants more of them. That is why I am obsessed with studying sales people. Looking for their patterns and their habits. Looking for those things that seem to work when it comes to opening doors, closing sales and exceeding sales goals. Over the years of interviewing top sales professionals, I have discovered that they all seem to have their own ideas on what it takes to achieve at this level. However, while their stories are different, there is a common thread. A set of steps, sort of rituals, that ensure these Top Producers keep their pipeline full, their customers happy, and their sales goal just a number they continually blow by.
5 Must Have Sales Strategies
Top Producers go to networking events like they are on an undercover mission. They have a clear goal and purpose, but one that is not visible or felt by those with whom they are networking. Top Producers network differently than other sales professionals. Most sales professionals wear their profession, their need for clients and their sales pitch on their sleeve. Pushing too hard and losing potential prospects in the process.
Top Producers understand that networking is the build up to the sales process, and they network strategically. They know who their ideal client is, and they attend events and socialize in places where they can connect, and build relationships. They understand that networking is a vetting process, one where if they focus on learning about the other person then they can “vet” who will make the cut to become their client.
They are masters at the art of follow-up. The “art of follow-up” without being annoying that is. Rather than pestering, calling back and just bugging customers to do business with them Top Producers have a system and a process that ensures they say visible in a way that “invites” customers to want to do business with them. Understanding that prospects get busy, distracted and they have more pressing issues happening than buying products or services.
Top Producers are masters at the art of follow-up. They know that the goal is to remain visible in a way that builds the relationship, so when the prospect is ready the Top Producer is already there.
Rejection for Top Producers is like water off a duck’s back – no big deal. Top Producers know that no does not mean no, it just means no right now. In other words, they bounce right back. The best relationships take longer and more investment to get, and Top Producers understand that. Rejection is just the push they need to head back to the drawing board, and come up with a new strategy and try again.
Control The Sales Process
Top Producers take charge of the sales process, keeping the next steps and the next contact squarely within their control. They never wait for customers or prospects to contact them, or to set the appointment. Instead, they control the sales process by being proactive, and anticipating their customers’ needs. Their week is packed with a schedule that has them calling customers and prospects about solutions, opportunities and new ideas they can offer to them. Top Producers understand that blowing past sales goals only happens when you commit to never wait for the sales to come to you!
Sell From A Place Of Power
In other words, Top Producers never “need” the sale. They know the hardest time to close a sale is when you “need” the sale to close. Top Producers know, the moment you need the close to hit your sales goals, make your numbers or break even, the sale will never happen.
Murphy’s Law tells us that when we are desperate for the sale, it will almost never close. Top Producers sell from a place of power, by over-filling their sales funnel and controlling the sales process. This kind of power exudes confidence and strength to their potential buyers. When you sell from a place of power vs need, you get more deals, close more sales and yes, become a Top Producer.
So there you have it! This is not rocket science, these are steps that any of us can take. The only real difference between a sales professional and a Top Producer is their willingness to follow these five must-have sales strategies.