We left off covering four of the seven barriers to becoming a top salesman: Barrier 1 - Sounding Like You're Reading A Script, Barrier 2 - Not Developing Rapport, Barrier 3 - Using Sales Tactics Versus Sales Technique and Barrier 4 - Going for the Close Too Soon. Now it's time for the last three barriers.

Barrier 5 - You Can't Sell Everyone

As frustrating as it is, salespeople have to realize that they can't sell everyone. It goes back to rapport. Not everybody clicks with every person. Understand that you don't have to close everybody to be a top salesperson. An average salesperson may close one in 10, a top closer may close three. Realize that the best baseball player in history struck out more times than he got hits. 

Barrier 6 - Beating Up The Client

Misguided sales trainers who are stuck teaching the "Old School" method of sales advocate beating up the customer. I.e. intimidating them into buying. The problem with that approach is that they may buy, but 9 times out of 10 they will have buyers remorse and cancel. People have to be finessed into the sale, not bullied. Buyers need to think that it was their decision to buy, not yours.

Barrier 7 - Wasting Time Cold Calling

Top salespeople don't cold call. They get Glengarry leads handed to them or inbound calls. Come up with a way to generate your own leads so you won't have to rely on using the phone to call prospects who have never heard of you or your company and will probably never buy from you anyway.

If you're fed up with cold calling, I invite you to go to my site and pick up "Secrets To Getting Glengarry Prospects To Call You." Go there now!