What separates the very best sales professionals from everyone else? I’ll give you one hint: it’s NOT their circumstances. It’s not that they have a better product or a better situation than everyone they’re selling against. So what is it? Well let’s talk about a song by Tim McGraw that gets to the heart of it. It’s about what drives and motivates us as humans. It’s a little thing called desire and the song is called “How Bad Do You Want It?”
Yes, I AM from Texas, but no, that’s not why I like this song. I’m not even a big fan of country music. But with lyrics like, “Are you hungry, are you thirsty? Is it a fire that burns you up inside?” this song is in a category all its own. It speaks to me.
It relates to what’s going on in the marketplace right now. I am not one to listen to sales professionals or sales managers talk about all the things that get in their way of what they want. I’m much more interested in hearing what they’re going to do about it. Do they want it? Do they want it enough that they’re “eating, drinking, sleeping with that one thing on their mind?”
So what do I think separates the top one percent of sales professionals? That basic, common drive that comes with desire.
“Because if you want it all, you gotta lay it all out on the line.”
How will you (or did you) lay it all out on the line today to get what you want?
Here’s to earning what you’re worth!
JASON FORREST (named one of 2012’s Top Young Trainers for Training magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform companies into sales organizations. A sales professional at heart, Forrest is the author of two previous books. Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.
ABOUT FORREST PERFORMANCE GROUP
Forrest Performance Group specializes in culture change and creating urgency within sales teams and management. Forrest PG’s competitive distinction is its behavior modification approach as applied to a variety of programs, education, seminars and sales coach training offerings all aimed at dramatically improving sales force success.