Why are some salespeople more successful than others?
Brian Tracy: “I asked myself that very question about sales success when I started selling many years ago. My first breakthrough was the discovery of the 80/20 rule. It says that 20 percent of the salespeople make 80 percent of the money. That means the average income of the people in the top 20 percent is sixteen times the average income of the people in the bottom 80 percent. When I first heard that statistic, I was both inspired and discouraged. I just did not think that being in the top 20 percent could be possible for me. Then I learned another fact: Every person in the top 20 percent started in the bottom 20 percent. Everyone at the front of the line of life started at the back of the line. I immediately made a decision to be in the top 20 percent. Making a decision, of any kind, and then taking action on that decision, is often the turning point in your life. People who get to the top of any field get there after they make a decision, and then they back up that decision with hard, hard work, month after month and year after year, until they make their decision a reality.”
What exactly do you mean by “hard, hard work” in sales?
Brian Tracy: “That’s where the 80/20 rule also applies, but in a different way. It says that 80 percent of sales success is mental and emotional, not technical and physical. The most important determinant of sales success in any field, in any economy, in any market, with any product or service, is self-confidence. The higher your level of self-confidence, the bigger the goals you will set for yourself, the faster you will bounce back from rejection and disappointment, and the more you will achieve in a shorter period of time.”
You might also be interested in these articles by Brian Tracy. For more information on AMA’s new sales seminar developed by Brian Tracy click here.
Adapted from UNLIMITED SALES SUCCESS: 12 Simple Steps for Selling More Than You Ever Thought Possible by Brian Tracy and Michael Tracy
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