Most people know about the 80/20 rule. Eighty percent of anything gets done by twenty percent of the people.
20 of 100 workers accomplish 80% of the work.
20 of 100 volunteers get 80% of the job done.
80% of Girl Scout Cookies get sold by 20% of those selling them. And so on …
In addition to knowing that the top 20% earn 46% more money than the other
80% combined, here are ten other interesting facts about the 20% in the sales profession:
1. They remain assumptive throughout the sales process, regardless of the immediate outcome. Even if they don’t make the sale now, the assume they will in time.
2. They talk in terms of relationships built, not yes or no decisions.
3. They use words like “feel” versus “know” on their conversations. They understand people don’t care about what you know … until they know that you care.
4. They recognize objections twice as fast as the other 80%, because they listen. And because they listen, trust is gained much faster.
5. They want objections, as they know that they are really just a request for more information
6. They aren’t afraid to compliment the prospect’s previous buying decision with the competition. They quickly determine what they prospect liked and disliked about prior products, services or decisions – then they adjust their conversation accordingly.
7. They take notes during a conversation. They’ve learned that it shows the other(s) that they are listening and that they are engaged.
8. They physically move to a position of power without making the prospect or client feel intimidated or threatened. This should not be confused with manipulation. It’s not about misusing power, but rather understanding the dynamics behind putting themselves on equal footing with the decision maker.
9. They ask 50% more questions than the other eighty percent..
10. They are more likely to stay on point with their recommendation, based on conviction and belief. The other eighty percent compromise twice as often (the bottom twenty percent compromise three times as often) as they are focused on making a sale versus meeting the needs of the prospect or client.
May you find your way to the top twenty percent as you focus on your prospects, customers, clients or patients.
Excerpt from John Patrick’s eBook entitled Sales Tips & Tools, which can be found on Amazon.