Beginning with Part One we’ve looked at why commission sales are good for good salespeople, why they are good for the company, and why it’s good business for a commission salesperson to be honest (thus – and most importantly – why it is good for the consumer).
Now let’s look at what John David Mann and I believe is the determining factor in terms of what makes a great salesperson great and why that person will thrive in commission sales.
Here’s a surprise: It has little to do with belief in the product, product knowledge or selling skills. Please don’t misunderstand! All three are vitally important and a must for anyone to be successful. They are simply not the difference-makers. After all, we all know many average salespeople who possess all three of the above yet are still not financially successful.
I thought of this as a fitting close for our four-part series after I received an email from someone who said that a person might sell on commission because they have a money need. Well, we “all” have a money need to some degree or another, as money is the currency of exchange through which we both add and receive desired value. But our need is not only not the difference-maker but just the opposite. In fact, the more we focus on our needs the least successful we will most likely be.
The key is making sure you put the needs of the customer before your money needs. That way you’ll focus more on the customer (and on creating value for them), and the money will follow. Remember, “money is an echo of value. It’s the thunder to value’s lightening.” (From Go-Givers Sell More).
Focus on the money – or commission – and you’ll typically provide less value, thus make less money. Focus on the customer and you’ll end up providing so much value that you’ll make a lot more money.
Yes, the key is your point of focus. Spectacularly successful commission-based salespeople are laser-focused on serving the needs of their customer.
Place your focus on the customer…and not the money…and you’ll make a lot more money.
Ahh, another paradox of life. Don’t ya’ love it!