Making it to the Top  

By Spence White, MBA & Entrepreneur

What separates the “men” from the boys?  Why do some folks make a tremendous amount of money and others don’t?  Can we model the top producers?

The answer is right in front of us.  It’s not luck that some people are successful.  Rather, these folks are dedicated, have quality systems and procedures, and repeat these over and over.

From my research, here are some qualities, procedures, and mannerisms that I’ve noticed that many of the top producers have and share:

I.                     Characteristics

a.       Always trying to get better

                                                               i.      Work harder on themselves then on their job

b.      Always investing $$ and time in their mind

c.       Extremely Goal Oriented

II.                  Sales Skills

a.       Initial Contact

                                                               i.      Handshake

1.      mirror shake

2.      eye contact

                                                             ii.      Names

1.      repeat names 3-5 times / 1^st 30 seconds

2.      associate name w/ picture

3.      elevator speech

a.       require people to say “wow”

                                                            iii.      Business Cards

1.      “Would it be ok if I give you my business card?”

b.      Always Prospecting

                                                               i.      Referrals

                                                             ii.      Non-referrals

Creative Prospecting (USP - Unique Selling Proposition)

Mail / drop off / leaving messages

III.                Qualify / Question / Probe

a.       Now (current situation)

b.      Enjoy (why do they like it?)

c.       Alter (change)

d.      Decision Maker

e.       Story (why are you talking with me?)

IV.               Presentation Skills

a.       Entertain

b.      Educate

c.       Enroll

V.                  Closing

a.       Always  Closing

                                                               i.      Use multiple closes

VI.               Answer Questions

VII.             Follow-up / Get Referrals

Try incorporating some of these procedures into your work day and watch your sales explode!!!

To your success,

Spencer White, MBA & Entrepreneur

http://www.flextimeincome.com

http://www.neighbortize.com

http://loseweightatlightspeed.com