“How You Achieve Sales Excellence!”
In analyzing salespeople who achieve excellence in their industry,
we find there are two successful, but different success
There are Master Closers, and Relationship Sellers. We will examine
First, allow me to dispel some myths about great
are great talkers!”
Great salespeople spend much more time asking questions, and
listening to what their clients are saying, than talking. They take
notes, then ask more questions to better understand their client’s
are fast talkers!”
Great salespeople will mirror the speed and speech of their
clients. This mirroring allows clients to share more, so the
salesperson may help them accomplish their
Master Closers have a very high opinion of their ability to close
deals and make sales. They have mastered the art of selling by
following their ABCs: Always Be
Closing. They display great self-confidence, knowing
that they can sell to anyone given enough time. Their
self-confidence has them asking either/or questions, as they assist
their clients to make small decisions leading to the big decision
to buy. Having mastered numerous closing techniques they use these
to get their client to desire what they are selling. They know that
if they get enough “Nos,” eventually they will get a
“Yes” and close the sale. Having sold, they move on to the
Relationship Sellers have the ability to sell their clients, by
creating long term relationships which lead to repeat business.
These sellers desire first to make a friend, then make a sale.
Their first objective is to determine their client’s pain, problem,
or opportunity. By isolating and understanding the client’s
objectives, they can provide several options to solve their pain,
problem, or opportunity. While selling the client, they create the
basis for a long-term relationship. They stay in touch through
social media posts, newsletters, emails, and follow-up phone calls.
The majority of their sales come from repeat clients and
Both Master Closers and Relationship Sellers achieve sales
excellence by updating their product and service knowledge as they
stay abreast of market changes; client needs and desires. Like all
professionals they practice regularly to stay sharp. The Master
Closer sells creatively and moves on to the next opportunity. The
Relationship Seller sells by creating a relationship with the
client, selling them, and selling to client
In your quest to achieve sales excellence…
Will you be a Master Closer? Or, a Relationship
That is today’s morning Minute!
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Morning Minute: 8/11/23:
“Their Accountability (or) Your Responsibility!”
They ARE related.
They are NOT the same.
Let’s examine each separately!
When an individual is ACCOUNTABLE for their actions,
or the results of those actions, they own both the actions and the
results. They are accountable to themselves, to the team, and to
everyone affected. Take for instance, a telephone operator at your
business. This person in the electronic front door of the
organization, tasked with being polite, helpful, and professional.
This operator is trained to quickly transfer the caller to the team
member requested, or to the best person to assist the caller. The
operator is accountable to the caller, to the other team members,
and to themself.
As the leader, you are RESPONSIBLE for achieving your
organizational or team goals. You accomplish this by ensuring that
the actions required for success, are accomplished properly, and in
a timely manner. Whether the team achieves or misses these goals,
the responsibility falls on your shoulders. When the team wins, the
leader praises the efforts and successes of the team members. If
the team loses, the responsible leader must first examine what he
or she could have, or should have, done to achieve success.
Let’s look at the previous example.
The telephone operator was trained to answer the phone before 3
rings with an enthusiastic greeting: “It’s a great day at ABC
company, how may I direct your call?” However, the operator
answers saying: “Thank you for calling ABC company, how may I
help you?” Then the caller stays on the phone with the
operator, explaining their problem, for 5 minutes instead of being
transferred to the appropriate department. The result is 9 other
calls went into voice mail and 1 caller hung up. The process was
not followed resulting in 10 negative results.
the leader, are responsible for the actions of the
operator, and the person who trained the operator, must be
accountable for the process being followed.
Your team members must be accountable for their own
performances as they work within organizational guidelines. Being
accountable means; they own their actions and their
You, the leader, must be responsible for the performance of
the team and every team member. You are also responsible for
achieving your organizational goals through the performance of
those team members.
(Question: Why is the operator usually the youngest, most
inexperienced, member of your team?)
That is today’s Morning Minute!
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