跟读练习: Top 3 Qualities of the Most Successful Sales Professionals - 通过YouTube学习英语口语
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Hello, I'm Brian Tracy, and I have trained more than 2 million salespeople worldwide in 69 countries.
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Hello, I'm Brian Tracy, and I have trained more than 2 million salespeople worldwide in 69 countries.
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And I want to tell you the three most important qualities of the highest paid,
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the top 10% of salespeople in 32 industries and probably more.
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They have three qualities.
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Number one, and this is based on exhaustive research,
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top salespeople, top human beings are ambitious.
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They have an intense desire to be successful.
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Now, what does ambitious mean in sales?
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It means that you want to be the best.
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It means you want to be in the top 20%,
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the 20% of people who earn 80% of the money.
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And if you're in the top 20%,
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you want to be in the top 10%.
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You want to be highly paid.
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Now, if you're truly ambitious,
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you will really admire people who are successful.
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Instead of criticizing or complaining,
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like low performers do, you'll look up to and admire and try to be like the very best people.
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Now when we say the top 20% of salespeople make 80% of the sales,
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my discovery, which changed my life as a young salesman,
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was that everybody who is in the top 20% started in the bottom 20%.
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And that anything that hundreds of thousands and millions of other people have done,
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you can do as well.
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I know many of the top sales people and the top sales trainers in the world.
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Every one of them started at the bottom,
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knocking on doors, cold calling on the phone or cold calling physically.
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That's how they got going.
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And so therefore, if you're struggling at this stage,
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well, you know that you can upgrade your skills by constantly learning and applying new things.
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But set as a goal,
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the goal of becoming one of the top salespeople in your field and never stop until you do.
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Now, the second quality of top salespeople is that they learn how to overcome their fears.
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You see, fear is the greatest single obstacle for success in sales and marketing.
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Today there are literally millions of people,
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tens of millions of people who are sitting behind their keyboard,
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sending out anonymous messages hoping that somebody will buy from them because they're so traumatized at the fear of rejection.
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So here's the great rule,
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and the rule is go for no. Seek out the word no as often as you can.
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Instead of avoiding it or settling for it or accepting it as a punishment in selling,
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be aggressive about getting people to say no because here's what they found.
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the more no's that you can trigger by calling on people and asking them if you're interested in your product or service,
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the more yes's you're going to get.
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There's a direct correlation.
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I worked with a company some time ago and we set up a contest and the contest was,
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every day they would do a trial at the end of
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the day to see how many people could get how many words no in their prospecting activities.
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And the person who came back at the end of the day who had spoken to enough people
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and gotten the greatest number of no's would win a small prize.
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And they did this every day,
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every week, and every month.
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Now, do you know what happened over the course of the month?
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Is people began to be, laugh about this.
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They would go out and they would see how many times they could get people to say,
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no, I'm not interested.
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And here's what they discovered.
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The person who collected the most no's in the course of a day,
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a week, or a month also was the highest performing salespeople in every field.
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So here's the rule.
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In order to get rid of the fear,
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do the thing you fear,
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and the death of fear is certain.
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If you're afraid of rejection,
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if you're afraid of hearing the word no,
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go out and use the 100 call method.
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Call on 100 people and ask them if they're interested in your product.
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Speak to them personally on the phone or face to face.
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And after you've spoken to 100 people as fast as you can,
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You'll never be afraid again.
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And the third quality of top salespeople is that they make a total commitment to success.
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The 80-20 rule applies.
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It is the top 20% of people make 80% of the money.
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But these are the people who dedicated themselves totally to being successful.
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Unfortunately, most salespeople, the bottom 80%,
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say, say, well, I'll try it for a while,
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and if it works out,
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I'll stay, and if I make some money in a certain while,
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and if I make a few sales, and so on.
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So they always mentally have one foot out the door.
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They're always kind for looking around for something else.
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But successful people make a 100% commitment to succeeding.
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They say, I will be successful no matter what it takes,
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and they just keep working away until they are.
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And you know something?
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It's inevitable.
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If you'll hang in there long enough, you will be successful.
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