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The 7 Secrets of Top Sales Performers - That Can Also Be Yours!

May 6, 2008
Many years of studying the elite performers in professional selling, and developing and providing sales training programs and measuring the results, has given us an edge that we'd like to pass on right here. Here are the special knowledge and skills that any professional sales person needs if he or she is to gain control of income levels and truly move into the "elite" of sales and business success!


Way beyond matching and mirroring, these are skills that put you deeply in synch even with people who start out being resistant to you.

Most of the online dating gurus don't even know this material and let's hope they never find out!

It probably wouldn't do much good anyway, because they'd use it to try to manipulate, and manipulation is an automatic rapport breaker. To achieve the results you really want, these rapport skills must be used to enhance your relationships so that your level of connection with people is deep and genuine.

If you'd like to acquire incredible rapport skills you're going to have to practice, but you'll be surprised how quickly they develop, given the right practice! One exercise that you can do is, believe it or not, practiced by synchronised swimming teams each time they perform.

Notice how they not only match their breathing, but they use eye contact to match their internal states? Sounds a bit "woo-woo", I know, but it does work!


Deep rapport is one thing, but the ability to really know what's going on in your client's mind takes it to another level altogether.

Using accelerated learning techniques, you can quite quickly develop a level of skill in knowing what your client is thinking, even before your client becomes aware of the thought!

How useful would it be, for example, to know whether your client is thinking "yes I do like that option" or "no I don't? What about "I'm ready to buy" or "I'm not ready to buy"?

To gain mind reading skills to this degree of usefulness you'll need to practice with a group of friends or business associates. Have each person think of, for example, things that they like very much, and things that they dislike very much, and see if you can tell the difference. Do this with as many people as you can, and you'll soon be able to pick up much more subtle cues, even with people who are complete strangers to you.


Although therapists work with several personality traits, most of them don't know THESE! These are the traits that predict how a client will go through the decision making process - the traits that give away the very factors the client needs in order to say yes. Can you see why I say they're essential for you to know? (And they should be essential for therapists too!)

It might surprise you, but once you've studied that collection of traits, you'll find you've got a natural affinity with them. In fact if you bring to mind even casual acquaintances, you'll find that you can now identify those traits IMMEDIATELY.

I'm going to give you an example of one of these traits and it's called by several names, one of which is "similarity/difference". You'll soon see why.

Have you ever met anyone who seemed to disagree with every single thing you've said? If you say "up" they say "down". If you say "black" they say "white". If you try to agree with them, they change their mind. You just can't seem to win with this person, who habitually mismatches or finds difference with everyone else. The technical term for this trait is "polarity responder", but you've probably already given them your own term: "pain in the posterior"!

You might think that nothing could be worse than a mismatcher, but their opposite number can be just as irritating. This is a person who seems able to focus only on what matches or is similar. It's very difficult for them to perceive difference or even "newness" because to them everything is the same or familiar! These people miss on out differences, especially subtle ones.

Real Life Example

Let's say Fred the sales professional is visiting Macy the general manager and Macy seems "disagreeable". First she explains a problem on the manufacturing line, but when Fred repeats her statement later, she denies there is a problem! Macey is such an extreme mismatcher that she even mismatches her own statements. (Christine's note: as hard as it might be to believe, such extreme mismatchers do exist. They're rare, but they do exist!)

Fred, realising that a mismatcher is one of the easiest people to influence (if you can be bothered), merely says, "Macey, I don't know that you'd agree with me that there could be a better way to run that process, but I wonder if you wouldn't find it easier to "

Fred could go on to say (getting closer to wrapping up the deal): "Macey, this particular model isn't for everyone and it might not be attractive to you ...." (she'll be thinking "oh yes it is" because she can't help herself). Once you fully understand all the personality traits you'll find it impossible to clash with your client's "style" ever again.


Elite sales professionals use 3 little questions to understand the client's needs on a very deep level.

These 3 questions can rightly be called "million dollar questions" because they absolutely highlight the client's core values in relation to the product or service being offered, and even tell you the precise words the client needs to hear in order to make a decision to buy.

These questions are pure gold. They make purchase utterly compelling, and at the same time build a great relationship that fosters streams of referrals!


Can you simply decide how much commissions you'll earn in any given month and have 100% confidence in hitting or exceeding that?

Top performers can pull in their desired income year after year because they know and use their own mathematical equation that leads inevitably to a certain sales result.

Possibly the first person to practise "scientific selling" was Frank Bettger (he wrote "How I Multiplied My Income and Happiness in Selling"). Selling activities may have changed slightly these days, but the science still holds.

You can calculate your own equation by making a list of all your direct and indirect selling activities along with the time it takes to perform "one unit" of each activity. That's what's leading to your current sales level. So you have your equation. However most people can improve that dramatically by eliminating or reducing activities that aren't paying their way, and implementing others that are more effective. In all my years of sales training, I haven't yet met a single sales person on commission who couldn't at least double their income within 90 days of implementation of this method.

Are you prepared to plan, document, track and analyse each sales activity? Are you prepared to be that accountable to yourself? Congratulations, you're almost there!


It's all very well to know what to do, and to have the skills to do it, but what if you still can't, and what if you keep procrastinating or sabotaging yourself because of some niggling discomfort?

So what can you do if you know there's no logical reason for you to NOT make those calls, or NOT take up that speaking invitation, but you still perspire madly every time you imagine yourself doing it?

A fast and easy way to eliminate these problems has been available for several years now, but only a few especially-skilled therapists know about it.

It's a technique called "NeuroStim" and it's so effective that it's been tested in clinical trials to eliminate depression and even severe chronic pain in just days. Permanently. It'll make mince meat of your performance anxiety!


Up until a few years ago we would always recommend that our students and clients join a business networking organisation and we ourselves worked tirelessly to educate members and their organisations to network more ethically and effectively.

Sadly, we don't see any evidence at all that the organisations understand the principles of effective business networking.

So today we say that if you want to be successful, you need to form your own network of business friends, and engage with it in a quality way, in business hours because after all it's a crucial business activity. A network like this automatically delivers great relationships, superior peer-mentoring, advocacy, joint venture agreements, sharing of resources and expertise, and of course referrals.

The advantages of turning your back on the networking organisations and building your own private network are gigantic. You'll save time, money and effort, and you no longer have to tolerate boring or rude networking practices. You'll no longer rob yourself, family or friends of time that should be spent with them. You'll have REAL friends in business who enrich your life personally and professionally.


Of course you can always learn more or enhance existing skills when it comes to your ability to communicate, but if you'll only master these 7 keys skills you'll soon be amongst the elite and you'll certainly deserve your place there!
About the Author
The free ebook " Speed Business Networking - The Manual" spells out the detailed philosophies and methods that result in effective networking. It's available to individuals and networking organisations who want to network more humanely and more productively.
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