How to Be a Good Salesperson | The Top 12 Characteristics

if you've ever thought i'm not a born salesperson i'm not cut out for this well that's okay in this video i'll be covering the top 12 characteristics of the top one percent of sales people and how you can get there too even if you are thinking you're not made for sales and if you stay to the end of this video i'll share with you the cheats you can snag to help you get there too now if you're new to the channel and you're about to subscribe hint hints i'm marcus chan founder of six figure sales

academy and after having trained over ten thousand salespeople over the last decade i've worked directly with several hundred of them that are consistently earning and performing in the top one percent at their companies every single year even if they did not start that way in fact most of them actually struggled and i know because i was one of them but the common thing among all the ones who eventually made to the top and stayed there are they all have common characteristics and beliefs that took them there now you might be thinking i'm gonna say stuff

like they're goal oriented strong perseverance creative high eq high aq self-starter growth mindset compassionate ethical they work hard etc the truth is that is expected of all really good sales people what's important to understand is that these characteristics are a result of the beliefs they have and have developed and the cool part about beliefs is that we can change our beliefs once we decide to let me give an example if as a kid if you believe in santa claus you would behave in order to get presents but then once you realize there was no fat

man coming down the chimney with presents you went back to just being a wild kid at least i did now i know it's a really silly example but ultimately the beliefs we have lead to how we view things and that ultimately determines our thoughts characteristics actions and results now as tony robbins the guy who grew up very poor and is now worth over 600 million dollars has said we will act consistently with our view of who we truly are whether that view is accurate or not so let's dive into these top 12 beliefs in this

video and how you can make those shifts two to become a top one percenter as well belief number one influence is greater than persuasion now there's a difference here think about it when you try to persuade someone to do something how's it feel let's be real here you feel salesy and pushy like you're trying to convince someone however when you influence someone how does it feel it feels powerful think about the most influential people in the world they don't persuade they influence for example everyone knows oprah she doesn't persuade you to buy the book she

recommends she influences because people feel connected to her and trust her a top salesperson believes they must focus on being influential with their prospect that means doing the small actions that help them build up their influence and positions to be a personal value to their prospects such as being properly paid for every sales call asking deep thoughtful questions not pitching or presenting until they earn the right and so on so remember influence attracts and persuasion push it belief number two all true greatness is achieved outside of our comfort zone think about anything great you've achieved

in your life this could be winning in sports getting married starting a new job oftentimes there's risk and uncertainty this is a sign to take action in elite sales people know this in sales it's full of uncomfortable moments asking tough questions going deep in discovery asking for the business etc it's only when we choose to make those decisions are we able to achieve more than we thought possible this is even once wildly uncomfortable so let me give you a pretty silly but funny example i remember being 19 years old and i saw this gorgeous girl

in a buffet line at a free event on campus i was intimidated by her beauty but then i asked myself what would the best version of me do right now the answer is easy go talk to her so i went i talked to her and we immediately fell in love just kidding okay she actually completely shot me down and walked like a sad little puppy however i also realized the best version of me wouldn't give up so went back an hour later and i got her number now fast forward four years later yes there was

a lot of sales follow-up and eventually started dating we've now been measuring over 10 years all because i leaned towards discomfort and took the actions my best version of me would have taken even though it felt wildly uncomfortable remember nothing great is creating your comfort zone elite salespeople believe this and take the actions the best versions of them would belief number three focus is a superpower in today's time our world's filled with distractions from the moment we wake up until bed our attention is being pulled everywhere from social media slack notifications email whatever and as

a result most try to multitask and do it all the top one percent sales pro understands and believes that less is more focus is a superpower they know they're the same amount of time as someone earning 60 000 or hundred thousand dollars and instead of trying to do it all they focus their energy into high leverage activities ipas income producing activities tasks either add to their pipeline move deals through the pipeline or close pipeline and when you have this crystal clear belief you focus on exactly the things that move the needle you work hard on

things that actually count and ultimately whatever you focus on expands belief number four to achieve more i must become more elite salespeople know that no one is a born salesperson they are made you know for instance when i started in sales i was the absolute worst rep even though i outworked everyone i made the most cold calls i sent the most emails i worked the most hours but i had the worst results in fact while my peers were closing deals with a couple weeks of starting i went seven straight weeks closing zero deals and naturally

i blamed my boss for the lack of training the economy for tanking the process for being jerks or whatever but then i heard an amazing quote by jim rohn when we work hard at our job we make a living we work hard ourselves we create a fortune i then realize actually had not become a version myself with the skills to achieve the results i wanted so i started investing into programs books knowledge coaches mentors i started working relentlessly on myself now fast forward i've won a council awards like president's club was promoted 10 times in

10 years and earned millions of dollars in commissions and equity the truth is all those results are simply a side effect of being the best version of you and the top one percent of sales people believe that too belief number five we learn more from failures than successes don't get me wrong winning is amazing and it feels incredible but how much do we really learn from it i'll give you an example early on when i was making cold calls i felt like my face was getting bashed in every single note felt like it was cutting

into my core as i got it to know i would get sad or mad and wonder why my life was so hard and awful then i started asking myself different questions questions like what can i learn from this what shifts can i make to improve my results what's a better way and as a result i start come during solutions different ways of doing things until i ultimately got the result i wanted and the truth is elite sales people know this they've reprogrammed how to perceive rejection failure or loss for instance when you get rejected or

lose a deal or in a sales slump instead of beating yourself up ask yourself empowering solution driven questions such as what can i learn from this how can i apply this for the future to my benefit what can be great about this what can i do to prevent this from happening again what can i do today that my future self will thank me for when you shift your thinking this way you now pursue action which leads to a result of some sort and helps you avoid the i should have done this i should have done

that which ultimately is shaped as regret this is a powerful belief that leads to strong adaptability problem solving and acts taking a key characteristic of the top one percent so don't fear failure fear regret as we can always learn from our failures by the way if you're enjoying this so far make sure to subscribe as this shows youtube people like this content and also hit the bell button and like it too thanks so much let's keep going belief number six if it is to be it's up to me this ties right into the last key

belief i tried blaming others that made me feel good in the moment but it didn't change my results i realized i had to put the ego aside and need to open my mind to learn i could choose to have reasons on why i couldn't be successful or i could choose results and i realized i had to take 100 ownership for my failures and my successes and that nothing happens unless i make it happen i couldn't blame a lack of resources for my boss my company i realized that the lack of resources was never the reason

dreams die dreams only die if we lack resourcefulness that means taking 100 ownership and finding a way to make it happen instead of thinking it's impossible it's thinking how can i make this happen which leads to belief number seven investing in yourself has the greatest lifelong return warren buffett has said the best investment you can make is in yourself the more you learn the more you earn this is coming from a guy who's worth over a hundred billion dollars one of the richest in the world and i found to be wildly true because when you

master high leverage skills like sales communication influence copywriting etc these skills pay dividends every single year and elite sales people know this and that's why they invest themselves with coaches mentors and programs even before they get good and once they are great they continue to invest and stack skills on top that's why elite sport athletes do the same like lebron james who's known for investing over a million dollars a year on himself as that is what makes the money and gives him the greatest return also it's understanding that skill mastery can never be taken away

from you whether you lose it all lose your job whatever and you can always rebuild back faster elite skills can't be replaced with artificial intelligence average skills get replaced top skills don't so that's why investing in them gets his return every single time belief number eight time is greater than money time is infinitely more valuable than money to be in the top one percent you must understand this think about a time in which you spend all your money i know i've been there now did i eventually get more money of course but what happens if

you run out of time can you get more time no way you can always get more money but you can't get more time therefore time is not money as many people say time is infinitely more valuable than money here's how i came his realization this was years ago but i was cutting my grass in my house it took me two years and i hated accident terrible grass pollen allergy so i looked at having a landscaper and i could have someone come and cut my grass for about a hundred dollars a month basically 25 an hour

i then realized that in that one hour i could have been closing a deal earning two to five thousand dollars commission in that hour and i realized by choosing to cut my own grass i wasn't saving money i was costing myself potentially two to five thousand dollars instead so i immediately went hire a landscaper and to this day i still have as i realized i was stepping past 100 bills to pick up one dollar bills so as you get money use the money to buy back your time for example if you're taking an hour to

go get groceries but in that hour you could have closed a deal been prospecting you're hurting yourself you're ultimately trading your time to save a little money let me give you another example how valuable time is to really hammer homeless point let's say your goal is to make 250 000 a year but you don't develop the beliefs and skills that can actually earn you 250 000 and you end up making 150 000 now that's not a bad income but there's actually a cost associated opportunity cost meaning you actually cost yourself one hundred thousand dollars in

additional earnings now think to yourself what could you've done to get the extra hundred thousand dollars what skills could you have learned that would increase your marketplace value in the same amount of time let's say for example if you are not a great speaker but a speaking coach costs you fifteen thousand dollars if that fifteen thousand dollars makes you better at influencing communication and it makes you an additional hundred thousand dollars you are headed by eighty five thousand dollars that's still eight point five times roi let's say that you end up stagnant at two hundred

fifty thousand dollars now for five years at an extra 100k a year times five that's an additional five hundred thousand dollars in earnings that's you putting in fifteen thousand dollars one time and receiving back five hundred thousand dollars that's like a three thousand percent plus return and if you hadn't done that you would have cost yourself five hundred thousand dollars over five years regretting opportunity cost will cost more in life than anything else this is why i personally invested well over a quarter million into myself over the last decade as i started investing even when

i was broke as i knew the skills i learned would save me time and make more value in the marketplace so remember your time is infinitely more valuable than money do whatever you can to get more time and to add more value to your time belief number nine we can achieve any goal if we begin with the end in mind average sales people set small goals as they are scared of big goals and do not believe they are attainable the top salespeople know they can achieve any goal if they begin with the end in mind

and work backwards let's say for example you want to go on dream vacation could be anywhere but let's say it's bora bora let's say for the dream experience you want it will be a 15 000 vacation for your spouse and you but the top elite sales pro works the numbers and reverse calculates it for example they could simply double the budget they need to account for taxes to build a buffer so let's say thirty thousand dollars now they must know they must go and generate thirty thousand dollars in commissions to go to boar board next

year if they know they average two thousand dollars in commissions per deal obviously there's always accelerating deceleration let's just say on average here that means they need to close about 15 opportunities if they know they have a conservative 30 closing ratio that means they need at least 50 opportunities in their pipeline now they can focus their energy on generating 50 opportunities closing 15 deals and earning 30 000 to go on the dream vacation and the cool part is this is how the top sales people think want to send the kids to an awesome summer camp

how many deals will it take want to buy real estate how many deals will it take want to buy a new car how many deals will it take want to buy a fun new toy for yourself how many deals will it take 1 and s15k into crypto how many deals will it take the point is anything is possible if we work the numbers backwards and keep it simple belief number 10 our behaviors and actions aligned with our perfect ideal prospect your values and actions must be in line with your ideal buyer this is what's called

the consistency bias as we act in alignment to our beliefs for example if you are hesitant and slow to take action when you personally buy invest in things your prospects will be too if you personally buy purely based on price and not value then so will your prospect if you're unwilling to pay a premium price to solve your own problems then you won't be able to ask your prospects to pay a premium price to get their problems solved there will be too much internal conflict for you it'll come through in how you speak how you

communicate the words used and more let me give you a really good example i remember about two months into my first b2b sales job i was having coffee my mentor i noticed i'm looking at my dress shoes kind of funny i asked him what's up he looked at me and said you look like a mess your dress shoes are all worn out and completely scuff your suit looks like it's been through a wash a dozen times it's fading worn out your white dress shirt isn't even white anymore it's grayish i can even see the yellowish

sweat stains on the neck i remember turning beet red and it just started sputtering defensively whoa i've been out here grinding working my tail off i'm outworking everyone and that's why my dress clothes are all worn i just don't think it's worth it to best in new dress clothes he looked me right in the eye and asked if you're not willing to invest in yourself how do you expect your prospects to invest in you this hit me hard as he was right i clearly didn't internalize investing myself for value and it was coming through my

prospects that weekend i went invested three thousand dollars in new dress clothes it wasn't anything fancy but it got me five decent suits six stretchers and a handful of new ties and a few pair of dress shoes i started taking the actions that i wanted my ideal customers to do as well i wanted them to buy when they saw value not just on price and the truth is top salespeople understand that we sell how we buy i'm going to say that again we sell how we buy so our behaviors a lot how we want our

customers to buy we are decisive we take action we buy in value and ultimately we understand that we can't expect a prospect to invest with us if we are unwilling to invest in ourselves this is why those who may excel in a highly transactional sales role will often struggle if they transition to selling enterprise opportunities because now they might be out of alignment how they buy belief number eleven we either growing or we are dying once we believe we know it all that is when we start going backwards the top salespeople know they can constantly

learn and prove they can learn from anyone and everyone they understand the ego is the enemy and leads the devil every great salesperson the more they learn the more they realize they don't know there's always someone out there doing it better and doing more than them and every new level there is a new devil by internalizing believing this top sales people are constant professionals always in the growth mindset of learning belief number 12 mastering selling is the highest level of service at the core we simply have a massive belief that we are here to help

others that means we are authentic and real not salesy or weird we also believe that our solution can truly help others and that's why we sell for example it's as if we are doctors and our prospects are the patients if the patient is definitely sick it's our duty to help them it's our duty to ensure they take a prescribed solution it's having that unwavering conviction that if they leave without your solution they will be in trouble ultimately we are choosing to make an impact impact leads to income ultimately to sell is to help and to

help is to be human so there you have it 12 of the top elites in the top 1 percent of sales people on the flip side think about what happens if you are on the opposite of these beliefs what does that mean for you the inverse assembly being average and mediocre with mediocre results remember that our beliefs are choice so might as well choose the ones that serve and empower you now if you enjoy this video go ahead and drop below which belief resonates with you the most and if you want my simple cheats to

outline these core beliefs as a daily reminder for you check below the video to access free download also make sure to smash that like button hit subscribe and notification for more videos just like this thanks so much for watching