HTSS112 - Why you must own your sales presentation to close deals - Scott Sylvan Bell

You will see a massive difference between top closers and average salespeople. The main item to look at is the ownership of actions. 

As you learn how to sell and get more deals to close there is a point to look for. This intersection is where your skills have increased and your closing rate is harder to accelerate. At this point, you do have to look at what you are doing and make a conscious decision to keep going. Most salespeople coast with their actions. 

You must have personal responsibility, nobody else can do the hard work for you. You do have to put in the time, effort, energy, and risk. You have to put in the work. The best in sales are those who are willing to hone their abilities by paying for their own training, books, courses, and even practice.  

You do have to decide you will be the best. This investment will not always be comfortable. The average salesperson will not invest $20 in their own education. You can't wait for others to pay. There must be a constant dedication to refining skills, trying new word tracks and asking for the deal. 

The 80/20 rule applies to salespeople as it does to most places in business. You have to use role-play, dedication, and consistency. 

There will be items and events you have to give up along the way. You may miss out on a few weekends of fun and events. 

Instead of looking for reasons to not close deals and get the training find the exact purposes you need to close more deals. 

If you want to close more deals you will need to get past looking dumb or silly. You are going to get judged for no matter what you do. The pressure you get should happen in training or with a coach or a mentor. 

Pros will look for how to fix their sales, A Joe will blame their problems on the leads. The only way to own your sales process comes down to personal responsibility.  Closers own the sales process they use. Average salespeople look to place the blame on anything but themselves.