Self Reflection

Why do top sales performers do what they do? Why do they eagerly pursue business that others neglect? Why do they pour so much into their client relationships? Why do the best salespeople close more efficiently and more effectively? Why do they make follow-up calls, and do so in a more disciplined fashion? Why do they move forward when others stop? There must be an underlying purpose behind the actions of success.

We all know that having the right intention drives us toward success. We also know that proper technique is critical in accomplishing that purpose and intention. But which is more important, intent or technique? I believe it is intention—a driving purpose—that makes for success in sales. If your intention is flawed, all the best technique in the world will not save you.

But there is an even bigger question. Where did that intention come from? What prompted that purpose? I can intend to be a great salesperson all day long, but that intention has to be based on something bigger.

The fact is that the majority of underachieving salespeople get stuck right here. They do what they do because that is what they are both told to do and trained to do. All too often they fail to consider this motivation question on a deeper level. Our purpose is both designed and defined by our paradigm: how we see ourselves, and how we see the world around us. Our actions and behaviors (techniques) are always consistent with how we see ourselves (paradigm).

Many salespeople struggle not because of flawed technique, but because of a flawed paradigm. Are top-performing salespeople successful because of their actions, because of their purpose or because of their paradigm? All three, actually, but in a specific order. They do the things top performers do (actions), because they desire to be as successful as possible (purpose), because they see themselves as the best of the best (paradigm).

Jeff Shore of Shore Consulting is a sales expert, speaker, author and executive coach. His latest book is “Be Bold and Win the Sale: Get Out of Your Comfort Zone and Boost Your Performance.”