In Part One, we met Michael J. Maher, a titan in the field of real estate sales. A hugely successful producer and leader, we saw that one of his major character traits was his “other-focus.” His business card told the story: “We’re not #1…YOU are.®”
But lest we think that is an anomaly, I assure you it is not. The fact is, most genuinely great leaders and top producers are very much like that. And, while they might be few and far between (after all, they are in that 1-5 percent), they’re also not hard to find. Other-Focused superstars in the business world are the rule. Are there exceptions to that rule? Certainly there are. But, that’s life; it has its exceptions. 🙂 What we want to focus on is the general rule.
Which, brings up a question, “Could that genuine caring and focus on others really be the key determining factor between the average/good…and those at the very top?
Let’s look at the three Key areas where most would think the difference lay.
1. Belief in product/service, mission: That would seem to be the key, wouldn’t it? But, it isn’t. Many average and decent producers believe in what they are selling just as much as those at the top. Belief is important. It’s just not the determining factor.
2. Product Knowledge: Don’t the superstars know their products inside and out? Yes, they do. And, so do many of the average and good players. Again, important? Very! Just not that which makes the difference.
3. Sales Skills: Ahh, the mega salespeople absolutely study sales. They know the skills, methods, techniques, and everything in that genre, right? Right. And, you know what? So do many of the average and good sales people. Some even more-so than their counterparts who set sales records. Important? Yep. Determining factor? Nope.
Please don’t misunderstand; proficiency – extreme proficiency in all three of the above areas; belief, product knowledge and sales skills is extremely vital.
However, they’re merely the baseline. Like the baseball player who can hit, run and field, those are needed just to be invited into the game.
The difference; the x-factor; that which separates the top pros from the rest of the field is the focus. They are totally and wholeheartedly interested in and focused on the other person, and that person’s needs, wants and desires.
When it comes right down to it, the sales (and leadership) superstar understands this basic rule of sales:
“It isn’t about you; it’s about them.” Or, as Michael J. Maher summed it up so perfectly, “We’re not #1…YOU are.®”