What Exactly Does A Million Dollar Salesman Look Like?
We all know what a million dollar baby looks like, but what does a million dollar salesman look like ?
Well, after asking enough people, I finally found a story to share that will help us understand what a million dollar salesman looks like.
One particular insurance company president was an engineer before he became a salesman. His habits of precision and watchfulness over details from his previous work never left him, so he used his mathematical skills and tried to engineer a million dollar salesman.
He called in his VP of Sales and asked him to paint him a word-portrait of a million dollar salesman.
The VP knew what he wanted, but could not give him a blueprint at that moment, but promised to get it done as soon as he could.
Out of that request came what may have been the first word-picture of a million dollar salesman. It came about after the VP of sales interviewed every million dollar producer the company employed and tabulated all the good and bad points of each.
Whether it’s the selling insurance, selling diamonds, selling medical supplies or golf equipment, the model will work, as a salesman is a salesman is a salesman.
He calls on friends and strangers alike, because he knows that a salesman needs to continually refill his Human Contact-O-Meter to continue to grow his business.
He averages 7 (seven) good sales calls per day.
He makes his appointments in advance. Half by phone and half in person.
He believes that contacts make up 50% of his success, product knowledge makes up 25% and effort makes up the remaining 25%.
He sets weekly, monthly and yearly goals and works hard to achieve each and every one.
He was around 29 when he entered his field and worked like a dog for 6 years to finally have a million dollar year.
That’s it. Kind of simple isn’t it ? Nothing special in his makeup. Nothing too hard about the methods. Ordinary stuff from all views.
What then makes him a million dollar salesman and not you ?
Action.
Plain and simple action separates you and him. He merely does what you know you need to do … but don’t do.
{ 2 comments… read them below or add one }
Excellent post. In my 15 years of selling, i have worked with dozens of reps and have had a few work for me. only two things are certain. one is each had their own style. Two is that the most succesful amongst us understand that you could never let the prospect filled well run dry.
The only thing that I would add is that the most succesful reps say what they are going to do and then they go out and do what they say. We have all understood that there are no short cuts to long term success in sales. You have to keep filling the well.
Thanks for joining in Jamie.
Stick around and keep commenting.
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