Several years ago, I heard a quote from someone that stuck with me: 'sales is the hardest $60,000/yr job and sales is the easiest $400,000/yr job.'
I can't quite remember who said it, but whoever said it was 100% right.
The only reason I pursued a career in sales was for the opportunity to earn as much money as I could. If you're in sales, this is likely the case for you, too.
But, unfortunately, I spent over a decade knocking doors and cold calling businesses without ever getting close to earning $100,000/yr.
Like most salespeople, I went home each day feeling beat up after being rejected, hung up on, cursed out and ignored by prospects. I'd continuously think about why I wasn't able to close more deals and get more customers to say 'yes' to my products and services.
The Truth Is: If you're going to voluntarily subject yourself to constant rejection, endure getting doors slammed in your face and choose a career where hearing 'no' is a normal day - you should be earning enough money to justify the suffering.
Here's 7 changes that I made that catapulted me into the top 1% of all income earners in the USA.
1. I Started Listening. Did you know that the top sales producers in every industry spend less than 40% of each sales interaction talking? Active listening helps you unveil the customer's true needs, objections and desires. You'll also be able to custom tailor your presentation to meet their needs and give your customer what they want.
2. I Learned To Be Persistent. Statistically, 48% of salespeople never follow-up. I used to be one of them and never made any real money. Once I realized how to establish real relationships with my customers by using entertaining and educational content to engage my buyer over time, I broke into the top 1% of income earners.
3. I Prepared. After spending years 'winging it' and going into sales interactions completely unprepared, I figured out that no amount of talent could make up for a lack of practice and preparation. I started to role play, practice and develop my skill every single day. This preparation alowed me to lock down more opportunities and close more sales.
4. I Highlighted Benefits. While most salespeople spend the bulk of their time highlighting various product features, this approach fails to generate emotional responses with customers. Newsflash: customers don't care about features. Once you properly highlight the benefits that your product provides, your customers will feel something.
5. I Invested Into My Skills. In the past, I used to think that learning from experience was the best way to learn. This was wrong. My income exploded when I started investing into my skills, reading more books, taking online courses and hiring coaches/mentors. Learning lessons from your own failures is the most expensive way to learn.
6. I Managed My Time. After years of sleeping in too late, wasting my nights watching Netflix and 'having fun', I decided to take my time seriously. I developed a killer morning routine, limited my distractions throughout the day, was the first person into the office and the last to leave and never went out at night.
7. I Embraced Rejection. Like most salespeople, I let my fear of rejection limit the number of sales activities I did each day and rarely did enough 'work' to increase my income. After I realized that I was getting paid for every outcome, I decided to take as much action as I could - no matter what.
These changes are directly responsible for taking my income from $45k/yr to over $500k/yr. If you follow them, I can nearly guarantee they will help you, too.
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