One of the most important concepts ever discovered in the field of human performance is the concept or principle, that small differences in ability can translate into enormous differences in results.
Brian Tracy refers to it as “The Winning Edge”
Meaning that if you become just a little bit better in certain critical areas of business it can translate into enormous increases in results.
Let’s contrast the business skill of sales against horse racing for example. If a horse comes in first by a nose, it wins ten times the prize money of the horse that comes in second, even though the difference is only a nose.
Does this mean that the horse that wins by a nose is ten times faster than the horse that comes in second? Of course not! Is the horse that wins by a nose twice as fast, or fifty percent faster, or ten percent faster? No, the horse that wins is only a nose faster – a miniscule difference that translates into ten times the prize money.
In the same way, the salesperson who gets the sale gets 100% of the business and 100% of the commission. Does this mean that their product is 100% better than that of the competition? No. The product may not even be as good and it may cost even more than that of the competitor, but the top salesperson gets the sale nonetheless.
Have you ever lost a sale to someone with an inferior product or service? Is it possible that their sales skills beat yours by a nose?
The person who gets the sale is, in most cases, not vastly better than the person who loses the sale.
They merely have the “winning edge”.
Here are two ways to get the Winning Edge into your sales results:
First, identify the important things you do throughout every sale, from prospecting to following up to closing:
· Improve (or actually use) your sales script.
· Follow up promptly.
· Ask for the sale.
· Discuss all of the steps with your sales team or a mentor.
Second, select one specific area where you know you could improve, and develop a plan to become absolutely excellent in this area. Read the books, listen to the audios, watch the videos, do the role play, record and listen to some of your sales calls.
As you implement these small strategies, and improve little by little, track your results.
Remember, you need only win by a nose to multiply your income.
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