And the math is on my side

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For example, during a negotiation, a customer might say that while they see the value of your solution, the annual, up-front cost you’re asking for is too expensive for them. In that case, you may decide to label their concern by saying something like, “It sounds like you see the value in our solution but feel the payment structure doesn’t work with the cash flow model of your business.” Once the customer ideally affirms your labeling of the situation with an emphatic “that’s right!”, they’ll be more receptive to you positioning an alternative payment structure that more closely aligns with theirs.American swimmer Michael Phelps is the most decorated Olympic athlete in any sport in history. With 22 medals to his name, if he were a country, he’d be ranked 12th over the three Olympic games from 2004 to 2012. But the price Phelps had to pay in terms of focus and discipline to achieve that result was high. He spent 6 hours training in the water each day, 7 days a week, 365 days a year, for years at a time.

In sales, most reps will tell you they want to be on the top of the dashboard. But the majority simply won’t be because they aren’t committed to doing the things that will set them apart.


Top performers (even farther down the ladder than Phelps) in any discipline represent a small fraction of their respective populations. For example, even when it comes to our physical and emotional well-being, most of us don’t exercise enough, get enough sleep, eat the right foods, or spend enough time offline with our families. The ironic thing is, the belarus telegram data problem isn’t lack of knowledge. We all know what it takes to reach the top of our game. But the inertia and status-quo bias with which we travel through life simply prevents us from taking the actions necessary to achieve peak performance. In their 2000 book by the same name, renowned Stanford professors Jeff Pfeffer and Bob Sutton referred to this as the Knowing-Doing Gap.

While achieving peak performance in the modern sales world, like any discipline, requires a sustained regimen of the right behaviors, here are three simple things you can do (that most don’t) to give you an edge.

Note: by providing you with these tips, I’ve assumed that you already have both the drive and desire to be a top performer. Without those prerequisites, these tips will not help you. You have to want it!

1. Read
This is a total no-brainer and one of the easiest things you can do to boost your selling abilities. When it comes to all the primary tenants of modern selling (e.g. messaging, neuroscience, execution, time management, or negotiation, among others) there are literally piles of incredible books packed with golden nuggets of information that can seriously supercharge your game. Unfortunately, studies citing the US Bureau of Labor Statistics have shown that 42% of college grads never read another book after college and that the share of Americans who read on a given day has fallen by more than 30 percent since 2004. In 2004, about 28 percent of Americans age 15 and older read for pleasure on a given day. In 2018 the figure was about 19 percent.