In order to achieve above average sales results, one must first be open to thinking about above average sales techniques.
When I first started in sales, I remember being surprised that the training I attended did more to teach me to sound just like everyone else than teaching me to differentiate myself.
If you look around your company or industry, you will find that some sellers are more effective than others even though they are selling similar products to the same type of customers. It’s more likely that their success is the result of their approach than just relying on dumb luck or fortunate circumstance.
The most important business issue every sales manager faces today is the same: How can we duplicate the success of top performing salespeople? At some point, it all comes down to having a differentiable strategy and superior sales technique.