This month's question comes from Jill in Cleveland, Ohio.
Dan:
I have read your book and attended your workshop. You often refer to becoming a Sales Superstar. How do you know when you have reached Superstar Status?
Jill
Great question Jill. It is a very tough question to answer because there are a myriad qualities required of a true Sales Superstar. One definite requirement is a commitment to the art of selling. Another part of being a Superstar is having the humility to realize that you don't know enough about the customer at first to really be a consultant. You have to do some research on that person and her company so that you can customize your services and intelligently articulate the value you can bring to them. Of course, this assumes that you actually can bring value to them. Superstars are open and honest if they cannot bring value. It would be the height of arrogance to call someone up and say, "I know what's good for you."
There is another trait of superstars that I call the "Michael Jordan factor".
Formal and Informal Impact
You know you are a Superstar when your skills help to improve your team's performance. Michael Jordan was one of the very best basketball players of all time. One of his most admired talents was his ability to improve the skills of his teammates. His skills and unselfish play was one reason his teammate Scottie Pippen was an all-star.
Sales Superstars too can have this impact. They formally and informally affect their company's performance. Formally, Sales Superstars "raise the bar" relative to performance expectations. Informally, they are unselfish and consistently share best practices, sales tools, strategies, letters and templates with their colleagues.
Commitment to personal and professional growth and improvement.
Sales Superstars are ravenous for new and different approaches and best practices. They internalize Ben Franklin's quote: "An investment in knowledge pays the best interest."
The Customer Knows
At the end of the day, the one person whose vote really counts is your customer. Do they tell you that they don't see you as an outsider working for Company "A", but rather as an unpaid senior consultant in their business helping them to reach their current and future goals?
There are several other key indicators that you are viewed as trusted adviser by your customers. Ask yourself whether your customers do any of the following:
- Continually invest in products/solutions offered by your company regardless of price
- Serve as a reference for you and your company
- Ask for your help on other unrelated projects
- Share confidential information with you
- Allow "Back Door" access for you
- Consult with you on projects/issues/challenges outside of your paid area of specialization and compensation
- Continue to seek your advice even after you leave your company
If you cover a large number of accounts it is nearly impossible to be seen as a trusted adviser by each of them given that your limited interaction. Your goal in this situation is to conquer each account one by one. On the other hand, if you have just a handful or fewer number of accounts you have the potential to be seen as a trusted adviser by all.
Jill, good luck on your quest to become a true Sales Superstar!
