The two main pillars of great salesmanship are being competitive and compassionate.
This isn't a contradiction.
But if you want to achieve true sales mastery, it can't just be about you. It has to be about something bigger than you. Ultimately you need to be driven by a mission to make the world better and help others.
You need compassion. Tons of it.
Salespeople who are stuck in the old school used car salesman mentality are ego-driven and selfish. They just care about their commissions, their quotas, and their paychecks. They're in it because of greed.
Being mission-driven is almost like possessing a superpower in the world of sales. It's a secret source of strength. If you ever fall on hard times, it's your mission that will compel you to keep pushing, rather than giving up like most people do.
And the deepest learning happens beyond the point where 99% of people have already given up. If you're driven by something bigger, you will persevere when others would already have lost hope.
Which brings me to the next big thing ...
Study communication. Read as much as you can. Learn. Practice. Constantly sharpen your saw. Listen to audiobooks. Go to seminars. Find mentors. Become a student of human behavior. Work in places where they have the best sales culture and surround yourself with great salespeople. Master the art of the pitch.
One of the most important things to really become great in sales is to keep up your daily practice, day in and day out. It's the 10,000-hour rule, the deliberate practice method. But how do you stay motivated and both intellectually and emotionally engaged on the path to sales mastery? Get a dose of daily sales motivation delivered to your inbox!
Learn to sell: Lessons from success & failure
There's a ton you can learn from books, workshops and blog posts like these. But the best teachers you'll ever encounter in your sales career are your own wins and losses. In this post, I provide a simple framework you can use to learn from your mistakes and your wins to help you take your sales game to the next level.
How to achieve sales mastery
In this post, I talk about the different avenues that are available to you if you want to learn to sell better: self-study, books, lateral thinking, attending workshops and events, learning from mentors and peers and teaching sales. Most importantly, you'll learn how to make these all work together for maximum efficiency.
What separates good salespeople from great salespeople?
The difference between good salespeople and great salespeople is probably not what you think it is. Most people would say something along the lines of "Great salespeople are charismatic, slick, outgoing alphas." The reality is much more boring. The biggest difference between great salespeople and good salespeople is consistency.
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