Top 50 Traits of Great Sales People #30: Great Sales people push the envelope
The reason most people fail is because they are unwilling to stretch beyond their comfort zone. If you are afraid to try new things, like approaching new customers, then you will always be stuck with what you have.
The easiest place to see this is in the close: You will see a sales person become uncomfortable when asking for the close, or persisting in the close. If you are unwilling to deal with that discomfort, then you will always be left wondering why people don't buy from you. The number one reason behind the inability to sell: the sales person didn't persist through the challenge and use logic and creativity to close the customer.
Customers will continue to find new ways to delay a sale, so it is up to a Great Salesmen to continue to learn new closes, keep up with technology, and arm himself with new creative ways to close a deal in order continue to serve his customers.
Muhammad Ali was quoted as saying that he hated every day of training., but he still trained because he wanted to live as a champion. When Ali was at the top of his game, he could have taken it easy and been comfortable. But he knew that pushing himself outside of his comfort zone was going to take him to the place where greatness reigned and champions lived. He will forever be known as one of the greatest champions on earth, because every day he was willing to sacrifice comfort for success.
If you have a true desire to be a Great Salesperson, take a look at a process where you are comfortable in your daily routine and try to do more. If you normally make 5 phone calls, try making 10. If you only know 5 closes, try to learn 1 more each day this week. Watch your greatness grow just as soon as you get uncomfortable. Do you have a story of growing beyond your comfort zone? What are some areas that you have grown too comfortable with? I would love to hear your comments below!