hello I'm Brian Tracy and I have trained more than 2 million salespeople worldwide in 69 countries and I want to tell you the three most important qualities of the highest paid the top 10% of salespeople in 32 Industries and probably more they have three qualities number one and this is based on exhaustive Research top salespeople top human beings are ambitious they have an intense desire to be successful now what is ambitious mean in sales it means that you want to be the best it means you want to be in the top 20% the 20% of
people who earn 80% of the money and if you're in the top 20% you want to be in the top 10% you want to be highly paid you now if you're truly ambitious you will really admire people who are successful instead of criticizing or complaining like low performers do you'll look up to and admire and try to be like the very best people now when we say the top 20% of salesp people make 80% of the sales my discovery which changed my life as a young salesman was that everybody who is in the top 20%
start in the bottom 20% and that anything that hundreds of thousands and millions of other people have done you can do as well I know many of the top sales people and the top sales trainers in the world every one of them started at the bottom knocking on doors cold calling on the phone or cold calling physically that's how they got going and so therefore if you're struggling at this stage well you know that you can upgrade your skills by constantly learning and applying new things but set as a goal the goal of becoming one
of the top salespeople in your field and never stop until you do now the second quality of top salespeople is that they learn how to overcome their fears you see fear is the greatest single obstacle for success in sales and marketing today there are literally millions of people tens of millions of people who are sitting behind their keyboard sending out anonymous messages hoping that somebody will buy from them because they're so traumatized at the fear of rejection so here's the Great rule and the rule is go for no seek out the word no as often
as you can instead of avoiding it or H settling for it or accepting it as a m in selling be aggressive about getting people to say no because here's what they found the more knows that you can trigger by calling on people and asking them if you're interested in your product or service the more yeses you're going to get there's a direct correlation I worked with a company some time ago and we set up a contest and the contest was every day they would do a trial at the end of the day to see how
many people could get how many words no in their uh prospecting activities and the person who came back at the end of the day who had spoken to enough people or the and gotten the greatest number of NOS would win a small prize and they did this every day every week and every month now do you know what happened over the course of the month is people began to be laugh about this they would go out and they would see how many times they could get people to say no I'm not interested and here's but
they discovered the person who collected the most nose in the course of a day a week or a month also was the highest performing salespeople in every field so here's the rule in order to get rid of the fear do the thing you fear and the death of fear is certain if you're afraid of rejection if you're afraid of hearing the word no go out and use the 100 call method call on 100 people and ask them if they're interested in your product speak to them personally on the phone or face to face and after
you've spoken to a 100 people as fast as you can you'll never be afraid again and the third quality of top salespeople is that they make a total commitment to success the 8020 rule applies is the top 20% of people make 80% of the money but these are the people who dedicated themselves totally to being successful unfortunately most salespeople the bottom 80% say well I'll try it for a while and if it works out I'll stay and and if I make some money in a shirt while and if I make a few sales and so
on so they always mentally have one foot out the door they're always kind of looking around for something else but successful people make a 100% commitment to succeeding they say I will be successful no matter what it takes and they just keep working away until they are and you know something it's inevitable if you'll hang in there long enough you will be successful thank you for watching now here's a question what is the one actionable step that you will take based off of what you've just learned from this video to achieve your goal leave a
comment below and until next time remember that only you are responsible for your success no one else [Applause] [Music]
