Oct16
Sales Excellence Should Be Expected
Posted by Nick in Sales Training To Improve Sales Results | 0 Comments
File under Sales Training
Excellence In Sales Should Be The Norm
What do I do? I thought about that question last evening and again this morning. I came up with a few solid answers but none totally satisfied me. Then it came to me. I promote excellence in sales. Building on that thought took me in a new direction. Promoting excellence in sales is not enough. I’m at war against “average” in sales. Average stinks!
By definition, most sales reps are average. Who wakes up in the morning wanting to be average? Average is not a goal. Excellence is a goal and only excellence is rewarded in sales. We all know that the top 20% of sales reps earn 80% of the commissions. There is no room for average when it comes to sales success.
This thought came to me while I was reading an advertisement in a magazine. The ad was from an insurance company and one line caught my attention. It read, “Call now for a free price quote”. How nice of them not to charge me to tell me how much they charge! Imagine telling a prospect you will not charge them to tell them how much you charge. Where is the sales excellence?
I find it hard to believe that someone got paid to come up with that line. I can only guess that a group was sitting around brainstorming on how to sell insurance. Some less than brilliant individual obviously though of price quotes and decided that it was an opportunity to use the word “free”. How much do they normally charge for a price quote? Where is the excellence in a line like that one? Free price quote my foot!
I’m at war against average. I only want to focus on excellence and excellence is the only thing I promote in my sales training. Average is for losers.
It takes effort and determination to move from average to excellent but it’s well worth the price. The good news is that far to many are not willing to pay that price. That opens up a great opportunity for the few determined to be excellent. Let the others survive by selling “free price quotes”.
When you’re competing for an order, there is no room for second place. You either get the order or you don’t. That’s why excellence in sales is so important. Leave average behind forever because average nets nothing.
Strive to be excellent today! You’ll be glad you did!
Nick Moreno
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