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Sales Super Stardom

Book review: How to Be a Sales Superstar

December 17, 2008


photo of Paula Parisot
Paula Parisot

The first step to becoming a sales superstar includes making a personal declaration to become successful and then removing the mental roadblocks that keep success at an arm's length, according to a book reviewed by MortgageDaily.com. Essentially, the mind of a sales superstar must first be created.

So this begins the philosophy teaching of How To Be A Sales Superstar: Break All the Rules and Succeed While Doing It. Its author Mark Tewart takes a contrarian approach to guiding the masses to super sales stardom. This begins with gaining the right frame of mind.

A lot of mental roadblocks are fear-based and can be overcome, as Tewart explains in his book. People subconsciously set up their own roadblocks to success because of the fear of failure. He walks the reader through an exercise in identifying and defeating those negative setbacks and patterns.

Once the mindset is created, it must be filled with the proper knowledge, not just sales training.

"Traditional sales training focuses on what to do and how to do it," he writes. "Education focuses on these things, but also tells you why you must do them. When the why becomes clear, the how becomes easy."

When training for anything, the salesperson must understand how to use what is learned to be able to communicate succinctly and to create trust, Tewart says.

"If you are going to learn techniques, word tracks, scripts, closes, and objection responses, you had better know them inside and out, and you better know "why" you are using them," he advises. "Instead of learning fifty ways to close a sale, why not try writing down the four most frequent objections you get, and why they come up. With a little thought and preparation, you just might be able to head off many of the objections. Think like a Contrarian. Reverse the mindset."

With education comes motivation, Tewart believes. When salespeople learn something valuable, they become motivated. And superstar salespeople understand that continually educating oneself is imperative to a successful career.

"It's simple -- to become a superstar salesperson you must become and remain 'on fire, with desire' for learning."

buy book from Amazon.com Simple tasks of learning from reading or listening to information on selling, the industry, or the product to analyzing what happened in a sales call continues that learning process. Tewart recommends also learning from other people, whether it is the top salesperson in a related industry or a paid mentor; the salesperson could form a mastermind group with like individuals.

Mystery shopping is another way to educate oneself about the competitor and learn from the mistakes of others.

"This approach will allow you to stand out from the competition by selling in the opposite way that they do," he writes. "During your mystery shopping, rate your competition on everything, including accessibility, friendliness, voice tone, presentation, demonstration, problem solving, alternatives, and offers."

Becoming a sales superstar can often bring about feelings of jealousy from others, including managers and colleagues, Tewart warns.

"Be happy that you have critics, it means you have success to be envied," he writes. "Just remember that no one can keep you from being successful except you. You are in charge of your destiny."

Paula Parisot is a MortgageDaily.com feature reporter and a blogger at CloserBlog.com who has also worked in the mortgage industry.

e-mail Paula at: [email protected]

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