Lee Bartlett, author of The No. 1 Best Seller: A Unique Insight into the Mind, Strategy and Processes of a Top Salesman, talks about sales excellence and specific things top salespeople do differently that helps them excel. Bartlett says that the book’s focus isn’t on sales techniques, but on what he calls the “glue” — or how a sales person takes those techniques and combines them with mindset and strategy, allowing them to consistently move to the top of the sales organization.
Barlett believes that one way to stand out in an often crowded sales field is to make it personal and warns about a common mistake salespeople make — failing to understand that the sales process is not about them, but about the customer. Sales professionals must be interested in the needs and expectations of the buyers; otherwise, they might not be in the best position to succeed and create more revenue.
Learn more about your ad choices. Visit megaphone.fm/adchoices
