| A sales professional's success is determined by | | | | "things", but have little production to show for |
| your willingness to invest in yourself. There are | | | | their efforts. |
| two areas for personal development that most | | | | Sales training development is essential. There's no |
| will invest in, and one area only Top Producers | | | | question you need the skills to prospect, present, |
| invest in. Those who aren't Top Producers never | | | | overcome stalls and objections, and close the sale. |
| even think to invest in themselves in this way. | | | | Without proficiency in these key sales skills you |
| That's not to say you shouldn't invest in all three | | | | struggle only landing the occasional easy sale. |
| areas because you should. The two areas you're | | | | Client focus development is the critical difference |
| familiar with are self-improvement and sales | | | | between the average salesperson and the Top |
| process training. The area you may not be so | | | | Producer. When you've developed your client |
| familiar with is customer focus. | | | | focus skills you're able to: clearly understand the |
| Self-improvement development is designed to | | | | clients goals and get the client to openly share |
| help you to increase your personal productivity, | | | | those goals with you, you're able to work with |
| enthusiasm, and energy level. Yes, you need to | | | | the client to develop a plan for the |
| be focused on doing the things that directly lead | | | | accomplishment of those goals in a mutually |
| to business with enthusiasm for what you have | | | | engaging on-going conversation, and you're able to |
| to offer and with an energy level that reflects | | | | develop a relationship with the client based on |
| your commitment. Salespeople who are lacking in | | | | integrity and accountability leading to repeat |
| these areas tend to be very busy doing lots of | | | | business and referrals. |