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Actual for You - Are You Worth Another $100,000 per Year?
Reading my Sunday newspaper yesterday reminded me of how Career Fairs do little to substantially increase local employment. It seems that no one is willing to say this, and a lot fewer are even willing to believe it, but I know it to be all but a fact.After spending 20+ years in the news business, and another 20+ years as a personal marketing specialist helping potential hir
Paraphrasing more of David Wolfe's writing: Most intelligent salespeople recognize the conflict between their beliefs and the new sales realities. They resolve these conflicts with confabulations about why they must stick with the "tried and true." The instinctive, subconscious part of their brains tell them that they have survived by utilizing the old methods - and survival is the most powerful human instinct.
<Successful business career building goes hand in hand with successful business building. Research and analysis demonstrate that four key elements underpin highly successful businesses. Top performing business people know how critical it is for them to pay careful attention to these four fundamental elements from inception through the lifetime of their business.Regardless o
Average Total Compensation of Salespeople*
High Level Performers $155,055
Mid-Level Performers $93,499
Low Level Performers $64,990
*Source: Equation Research:
Sales & Marketing Management Magazine, May 2005
About 10% of all salespeople are in the High Level Performers category. However, within that ranking, the Top 1% earn anywhere from 5 to 15 times more than the average of that group.
What accounts for these substantial differences in performance and earning power? What does it take to earn that kind of money?
It's not working longer and harder, nor "working smarter." No one can work 5 times longer and harder than someone who is near the top of the profession, and no one is several times smarter. The Top 1 Percent are different from the rest.
The Top 1% utilize a different sales process that is radically different from the sales techniques that the other 99% use. The way they do business doesn't even resemble what most people think of as "Selling".
The methods of the Top 1% are not a closely guarded "secret". Our book, "High Probability Selling," describes how the Top 1 % do business. It's been on the market since 1993, and 100,000 copies have been sold, presumably to salespeople and sales managers.
Why haven't most sales pros "gotten it" yet?
David Wolfe, an expert marketing consultant in Reston, VA., offers this explanation: "Our brains evolved to resist change, in the interest of giving us stabilized connections to the external world. To do this, we simply block out information that conflicts with past experiences and beliefs. Psychologists call this behavior "denial."
Paraphrasing more of David Wolfe's writing: Most intelligent salespeople recognize the conflict between their beliefs and the new sales realities. They resolve these conflicts with confabulations about why they must stick with the "tried and true." The instinctive, subconscious part of their brains tell them that they have survived by utilizing the old methods - and survival is the most powerful human instinct.
I am not talking about UPS the shipping company I am talking about positioning your product so that when people come across it they fell they need it right now. Put your prospects in a position that you have the best solution and that shopping around is a waste of their time.People are bombarded with information all day long, when they are in their car, in front of thei
What accounts for these substantial differences in performance and earning power? What does it take to earn that kind of money?
It's not working longer and harder, nor "working smarter." No one can work 5 times longer and harder than someone who is near the top of the profession, and no one is several times smarter. The Top 1 Percent are different from the rest.
The Top 1% utilize a different sales process that is radically different from the sales techniques that the other 99% use. The way they do business doesn't even resemble what most people think of as "Selling".
The methods of the Top 1% are not a closely guarded "secret". Our book, "High Probability Selling," describes how the Top 1 % do business. It's been on the market since 1993, and 100,000 copies have been sold, presumably to salespeople and sales managers.
Why haven't most sales pros "gotten it" yet?
David Wolfe, an expert marketing consultant in Reston, VA., offers this explanation: "Our brains evolved to resist change, in the interest of giving us stabilized connections to the external world. To do this, we simply block out information that conflicts with past experiences and beliefs. Psychologists call this behavior "denial."
Paraphrasing more of David Wolfe's writing: Most intelligent salespeople recognize the conflict between their beliefs and the new sales realities. They resolve these conflicts with confabulations about why they must stick with the "tried and true." The instinctive, subconscious part of their brains tell them that they have survived by utilizing the old methods - and survival is the most powerful human instinct.
<One university professor chose names at random from a telephone directory, and then sent these complete strangers his Christmas cards. Holiday cards addressed to him came pouring back, all from people who did not know him and, for that matter, who had never even heard of him.In another study, researcher Dennis Regan had two individuals try to sell raffle tickets to unsuspect
The Top 1% utilize a different sales process that is radically different from the sales techniques that the other 99% use. The way they do business doesn't even resemble what most people think of as "Selling".
The methods of the Top 1% are not a closely guarded "secret". Our book, "High Probability Selling," describes how the Top 1 % do business. It's been on the market since 1993, and 100,000 copies have been sold, presumably to salespeople and sales managers.
Why haven't most sales pros "gotten it" yet?
David Wolfe, an expert marketing consultant in Reston, VA., offers this explanation: "Our brains evolved to resist change, in the interest of giving us stabilized connections to the external world. To do this, we simply block out information that conflicts with past experiences and beliefs. Psychologists call this behavior "denial."
Paraphrasing more of David Wolfe's writing: Most intelligent salespeople recognize the conflict between their beliefs and the new sales realities. They resolve these conflicts with confabulations about why they must stick with the "tried and true." The instinctive, subconscious part of their brains tell them that they have survived by utilizing the old methods - and survival is the most powerful human instinct.
<The research is in. There is no question that the success of your company is inextricably linked to the quantity (depth) and quality (competence) of your people. Yet, very few companies take the time and make the investment in aligning their people strategy with their business strategy. So, sales managers are replaced, new ad campaigns are launched, training programs are begun -- a
Why haven't most sales pros "gotten it" yet?
David Wolfe, an expert marketing consultant in Reston, VA., offers this explanation: "Our brains evolved to resist change, in the interest of giving us stabilized connections to the external world. To do this, we simply block out information that conflicts with past experiences and beliefs. Psychologists call this behavior "denial."
Paraphrasing more of David Wolfe's writing: Most intelligent salespeople recognize the conflict between their beliefs and the new sales realities. They resolve these conflicts with confabulations about why they must stick with the "tried and true." The instinctive, subconscious part of their brains tell them that they have survived by utilizing the old methods - and survival is the most powerful human instinct.
<It is not easy to motivate franchisees in mobile based franchised businesses where the franchisees and there employees are out in the field all day. Many of the franchisees in our company were like that and many were also owner operators, which made monitoring their success even that much more difficult.Many times team members will tell us one thing and then immediately focu
Paraphrasing more of David Wolfe's writing: Most intelligent salespeople recognize the conflict between their beliefs and the new sales realities. They resolve these conflicts with confabulations about why they must stick with the "tried and true." The instinctive, subconscious part of their brains tell them that they have survived by utilizing the old methods - and survival is the most powerful human instinct.
Philadelphia psychotherapist Dr. Wayne Diamond, who works with a large number of salespeople, has observed this resistance to changing sales beliefs in his practice. He describes it as "fear-based denial." Dr. Diamond notes that most salespeople are in such deep denial that they even deny that they experience any fear. They use words like "uncomfortable," "uneasy," "awkward" and "anxious," which are all euphemisms for fear.
The cost of all this avoidance, fear, and denial among salespeople is well over a $100,000 a year in lost income.
Can you find the courage to face and overcome your fears? If you don't overcome your aversion to change, how are you going to improve your earning power? What will it take? If you're not ready now, will you ever be ready?
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