5 Ways You're Holding Yourself Back

From Being A Top Sales Person

Sales success is an endeavor that is defined by numbers. The more sales, the better your numbers. And although this is true, often you can become so focused on the numbers you forget some of the essentials necessary to become a top sales person.

If you are finding your sales results to be lackluster here are 5 ways to boost you may be sabotaging your results:

1. Attitude
What you focus on you will find always dictates your attitude. It is extremely difficult to become a top sales performer if your thoughts are constantly negative. All new salespeople experience on the job challenges that make it difficult to stay positive. When leads don't respond, and deals fall through even the experience salesperson struggles with doubt.

And it's the ones who cannot move past these circumstances that will have limited longevity in the sales business.

The reality is, your attitude determines your altitude in life and in selling. A positive approach to your daily activities is the formula for successful selling and dealing with all types of objections and obstacles.

Every success is rooted in a person's positive perspective.

It's impossible to have a great day with a bad attitude. It's also impossible to have a bad day with a great attitude.

2. Belief
Failure to believe in yourself leads to doubt in your abilities and offerings. A lack of this can stem from both the attitude problem and lack of focused work ethic. When you don't believe in yourself, it's virtually impossible to transfer confidence in your products to your prospects and clients. Product knowledge and knowledge of your customers' business takes work and dedication.

For salespeople who had a rough time, it takes time and effort of getting into your business until your business gets into you. Consistent repetition will deliver your desired skill and confidence. This determination leads to transactions close boosting and re-energizing efforts.

Those who have belief find themselves working like no one else reaping the benefits of being a top sales performer.

3. Curiosity
Have you ever been to visit a doctor's visit where they did not ask you multiple questions? Absolutely not.

They understand that making the best diagnosis and recommendations require as much information as possible. Curiosity is defined as an intense desire to understand.

Now fast forward to your sales activities, acquiring as much information and asking directed questions is how you move prospects to clients. The most successful salespeople spend ample time qualifying their leads.

Instead of trying to persuade prospects that your offering is a fit, sincere curiosity uncovers their needs and aligns your offerings with their desired results.

Actively listening more than you speak demonstrates your interest in delivering on their desired results and favorable outcomes. Questions are not simply to create a sale, they are also a time-saving activity.

By beginning with the end in mind, you can direct the conversation to more create win-wins with every sales interaction.

4. Details
I've heard it said that your future and fortune are in the follow-up.

Many new salespeople find the inflow of new prospects and the differentiation of cold, warm and hot leads difficult and overwhelming. Here's where detailed task preparation and practice becomes essential and translates your activities into sales transactions. A disorganized salesperson will have the problem of generating new business, while simultaneously losing business because of poor follow up.

Top sales performers find ways to systematically follow up and follow through on requests. They put a tremendous amount of effort into research, new contacts and place importance on actions that establish trust with prospective leads.

You earn their trust when they see how you follow up and deliver on the next steps you've promised. I don't know how any top sales producer accomplishes all they can by being disorganized. And this does not mean being a neat freak. There are plenty of great salespeople who have offices that look like a war zone.

The top sales performers have their own way of prioritizing the details each day and have a system for follow-up that works for them.

5. Efforts
If you think salespeople are born not made, guess again. This is a misnomer, the most successful salespeople at first sight and handshake were never made for this profession. But they have a focused work ethic and internal drive that is second to none. As my mentor would always say, focused efforts beat talent when talent doesn't focus.

Hard work creates so many powerful attributes. Adding to it an outcome focus and confidence is created. Your knowledge of your product, offerings, prospects, and clients is the groundwork the sets you up for repeated successes. And I have found time after time, my clients stating it was the quality of my presentation and confident delivery of offerings that established a strong relationship.

And when I ask sales managers for the No. 1 reason their reps fail, they almost always relate it to lack of efforts and unwillingness to do the work.

Successful people do the things that unsuccessful people don't like to do.

When I look back at the activities of top sales performers, they can be attributed to the above principles. Those who incorporate these principles are flexible in their approach as the situation demands. They seek to make others' more comfortable and excel at accomplishing the task at hand.

These people are much more likely to be successful in influencing others and becoming top sales performers.
Meshell Baker
Meshell Baker> website | all articles
Director Global Sales Development | Sales Success Strategist | Expert Confidence Coach | Founder of Women of Sales & Influence | Spokeswoman for the National Association of Sales Professionals

Meshell R Baker, is a captivating and highly engaging International Keynote Speaker. She is often referred to as being "an amazing gift of clarity." Alongside her coaching business, she has partnered with the National Association of Sales Professionals (NASP) as a spokesperson. Where founded and leads the platform, Women of Sales & Influence, creating space and opportunities for women to grow their income and advance their influence.

Baker is an accomplished, high energy sales leader with over 20 years of proven sales success. She guides her clients to sustain success by becoming valuable in the marketplace while achieving their biggest dreams and greatest desires. Baker is a keynote speaker who's been featured in Ladies Home Journal Magazine, stages and podcast around the globe. She is renowned for her no-nonsense approach that inspires attendees to convert more conversations into raving fan clients!
  • /data/userPictures/CB843451-0286-4590-A3B0-ADFB95251EFB.jpgErlita Berisha7/31/2018 3:43:28 PM
    This is one of my favorite articles so far... very helpful and informative

  • /data/userPictures/CB499905-5058-49DA-A6B1-765C9283F1D4.jpgMeshell Baker8/1/2018 8:46:49 PM
    Hello Erlita,

    Thanks so much for liking and commenting on my NASP Article. Let's get connected!

    Let me know if there is anything you need. I am also a Certified Sales Advisor for NASP!

  • /data/userPictures/CB843451-0286-4590-A3B0-ADFB95251EFB.jpgErlita Berisha8/2/2018 9:44:35 AM
    You are welcome Meshell. I will reach out if I need advice or help with anything.

  • /_ckcommon/images/blanks/userPicture.jpgRuth Carapella, r8/8/2018 11:08:42 PM
    I love this: Successful people do the things that unsuccessful people don't like to do.

  • /data/userPictures/CB499905-5058-49DA-A6B1-765C9283F1D4.jpgMeshell Baker8/9/2018 1:20:37 AM
    Hello Ruth,

    Thanks so much for liking and commenting on my NASP Article. I remind myself daily to do the things that deliver success!

    Let me know if there is anything you need. I am also a Certified Advisor for NASP!

  • /data/userPictures/A64D35E2-FF52-4161-8F9F-D92AD1FB7611.jpgKai Ozogul8/16/2018 10:02:36 PM
    Take action or nothing will happen.

  • /data/userPictures/CB499905-5058-49DA-A6B1-765C9283F1D4.jpgMeshell Baker8/17/2018 10:17:50 PM
    Thanks so much for liking and commenting on my NASP Article!

    Let me know if there is anything you need. I am also a Certified Advisor for NASP!

  • /_ckcommon/images/blanks/userPictureMale.jpgCaleb Kelsey, Mr.8/28/2018 10:33:50 PM
    These points were great, I appreciate the article!

  • /_ckcommon/images/blanks/userPictureMale.jpgDaniel C8/29/2018 4:53:32 PM
    Thank you for the great advice!

  • /_ckcommon/images/blanks/userPictureMale.jpgScott Kemp8/29/2018 9:05:42 PM
    Great article! Very informative and useful information.

  • /_ckcommon/images/blanks/userPicture.jpgBritnee Doctrove9/11/2018 5:30:51 PM
    This is a very informative article. I agree with you with a lot of your points and suggestions. I definitely believe that we humans hold our self back from reaching our full potential. And the sad part is, some may not even know that they are being held back. It is so important to reach out in others to see the things that we might not see in our self and ask for the wisdom and knowledge to be able to see it in our self.

  • /data/userPictures/CB499905-5058-49DA-A6B1-765C9283F1D4.jpgMeshell Baker9/18/2018 7:35:09 PM
    Thank you so much for your comments! I am inspired and looking forward to submitting a new article soon!!

  • /data/userPictures/875161E4-D7B5-4396-B216-F27B6C49C491.jpgSagar Kulkarni12/4/2018 9:24:33 AM
    One of the best article I have ever read. Some points I am missing which I got to work on which will help me to be a leader and a successful sales person. Thank you once again.

  • /data/userPictures/CB499905-5058-49DA-A6B1-765C9283F1D4.jpgMeshell Baker12/7/2018 11:15:11 AM
    Thank you Sagar for your comments!

  • /_ckcommon/images/blanks/userPicture.jpgJesse Rizzuto1/2/2019 2:09:30 AM
    This was a great article! Thank you for the useful information.

  • /data/userPictures/CB499905-5058-49DA-A6B1-765C9283F1D4.jpgMeshell Baker1/3/2019 10:48:35 AM
    Jesse, Glad you enjoyed it!

  • /_ckcommon/images/blanks/userPicture.jpgKayla Werts1/27/2019 12:08:12 AM
    This is a really great article. From everything I feel like I've failed at, this list explains why. It's not the situation, it's how I react to it emotionally and physically. Thank you for putting things into perspective.

  • /_ckcommon/images/blanks/userPictureMale.jpgCorey Jaeger4/9/2019 10:48:13 AM
    Great article, with great points.
    Agreed with it all, very valuable.

  • /data/userPictures/F7839D63-9840-45C3-9929-E41CF66980FB.jpgRichie Ellis4/8/2020 10:58:37 AM
    Concise and meaningful. Definitely worth bookmarking and re-reading once a quarter as a checkpoint on the fundamentals. Thank you Meshell.

  • /data/userPictures/CB499905-5058-49DA-A6B1-765C9283F1D4.jpgMeshell Baker4/8/2020 11:48:26 AM
    Awesome Richie! Let me know how I can support your sales success!