What defines an extraordinary sales performer versus an ordinary one?
In the fast-paced and competitive realm of sales, the difference between an extraordinary performer and an ordinary one can often seem like a chasm. While both may possess similar product knowledge and access to the same skills training and business tools, the outcomes they achieve—and the impact they have on their organisations—can be vastly different. So, what truly sets the extraordinary apart from the ordinary in the world of sales? Let’s delve into the key traits and behaviours that define exceptional salespeople.
Mindset: Growth vs. Fixed
One of the most significant differentiators between extraordinary and ordinary sales performers is mindset. Extraordinary salespeople approach their roles with a growth mindset—they view challenges as opportunities for learning and improvement. They actively seek feedback, embrace new strategies, and are not afraid to step outside their comfort zones. In contrast, ordinary performers often have a fixed mindset, seeing setbacks as failures rather than chances to grow. This difference in perspective can lead to remarkable results for those who are willing to take risks, to learn from the experience and to then adapt and evolve.
Relationship Building: Transactional vs. Relational
While ordinary salespeople may focus on closing sales calls or deals and hitting input metrics, extraordinary performers prioritise building genuine relationships with their customers. They understand that successful sales are not just about transactions but about fostering trust, truly understanding customer needs, and providing value over time. These exceptional salespeople invest time in nurturing their relationships, often becoming trusted advisors rather than mere salespeople. This relational approach not only leads to repeat business but also generates strategic partnerships, leading to referrals, significantly boosting their long-term success.
Inspirational Communication Skills: Monologue vs. Dialogue
Communication is fundamental in sales, but the way extraordinary performers communicate sets them apart. Ordinary salespeople often engage in monologues, delivering rehearsed pitches without truly listening to their customers. In contrast, extraordinary salespeople excel at active listening and engaging in meaningful dialogue. They ask insightful questions, demonstrate empathy, and genuinely seek to understand their customers’ challenges. They inspire collaboration with their customers through storytelling and maintain a two-way communication. This fosters stronger connections and allows them to consistently tailor their solutions to meet and exceed the specific needs of their customers.
Resilience: Setbacks vs. Comebacks
Sales is a field full of rejection and setbacks, and how salespeople respond to these challenges can be a defining factor. Extraordinary performers exhibit resilience; they bounce back from disappointments, learning from each experience and using it to fuel their future success. They view rejection as a stepping stone rather than an obstacle. Ordinary salespeople, on the other hand, may become discouraged and lose motivation after facing challenges. This resilience not only helps extraordinary salespeople maintain momentum but also instils confidence in their customers, who appreciate their unwavering commitment to the partnership.
Continuous Learning: Status Quo vs. Lifelong Development
The best salespeople understand that the landscape of sales is constantly changing, driven by market trends, technology, and evolving customer needs. Extraordinary performers are committed to continuous learning and professional development. They actively seek out training opportunities, stay updated on industry trends, and refine their skills. Ordinary salespeople may become complacent, relying on outdated techniques and resisting change. This commitment to growth enables extraordinary performers to maintain a competitive edge and adapt to the dynamic nature of sales.
Conclusion
In the world of sales, the gap between extraordinary and ordinary performers is defined by a combination of mindset, relationship-building, communication skills, resilience, and a commitment to continuous learning. By cultivating these traits, salespeople can elevate their performance and achieve remarkable results that not only benefit themselves but also their customers and organisations.
As the sales landscape continues to evolve at pace, those who are willing to embrace these qualities will stand out as leaders in their field. So, the question is: which side of the divide will you choose to be on? Your journey toward extraordinary performance begins with a single step—are you ready to take it?
Look out for our follow-up articles in the next few weeks as we dive deeper into each of the five key areas highlighted in this blog!
