The 7 Reasons a “Heavy Hitter” Will Sell More Than You Do…And What You Can Do To Become One

Mar 17th, 2012 | By | Category: Marketing & Promotion Strategies, Sales Training

Heavy hitters, Superstars or Top Guns – call them what you want – here’s what separates your top salespeople from the rest…

They’re just different. They’re like those ultra marathon runners or the people you see on Fear Factor that will eat worms for a chance to earn $50,000.Give them a challenge with some competition thrown in for good measure and it’s off to the races. You know the ones I’m talking about – they’re the people that all of your other salespeople often call “lucky”. Look inside their office, you’ll see motivational pictures and photographs of exotic places that they’ve been. Look at the car they drive, the house they own and even the books that they read – they all speak one word loud and clear: SUCCESS. The thing is – they’ve earned every last penny of it. They generally came from a humble background – probably middle class – and saw that they didn’t want to work as hard as their parents did to get what they really wanted in life (read: lots of cash). They knew all along that there just had to be a better way and when they first learned about this “sales” thing – it was love at first sight. Now, I may not be exactly right, but I can bet that I’m probably not far off either.

I’ve personally met and worked with many of these high achievers and here’s what I’ve found separates them from the rest of the pack:

1. Superstars are there to see if anyone wants and/or needs what they’re selling. And most importantly – they’re ok with no. In fact, most of them (unlike average reps) want to hear no as soon as possible so they can go out and find someone who might say yes. I’ve found average reps will do most anything to avoid hearing no so that they can claim that they have some prospects that “they’re working on.” Not good.

2. Superstars will work extremely hard to get their goals accomplished. Here’s a perfect example: I’m currently working with a superstar that recently took a potential client on a ski trip. The night before the prospect had a few too many cocktails and had a headache the next morning before they were about to get on the lift. What did the superstar do for his prospect? He shouted out to the crowd: “I’ve got $5.00 for 2 aspirin – right now!” Over came a woman and said that she had some aspirin and that she didn’t need the money. Problem solved. The prospect then said “You’ll do anything to solve a problem won’t you?” To that the superstar replied; “Absolutely.”

3. Superstars are much more willing to take risks. You see, they’re afraid just like everyone else. Here’s the big difference – they don’t let the fear stop them – instead, they use it as motivation. Average reps try a decision maker a few times on the phone – then give up.  Why did they give up? They listened to the little voice inside their head that says “You’re starting to get uncomfortable – don’t push it or you’ll get them mad at you.” The superstar’s little voice says something totally different when presented with the same scenario: “ Wow – this guy’s tough. I need to try something different. My friend who’s the top performer at XYZ Corp. is really good at getting to tough decision makers. I’ll call him – I know he’s probably got some sort of great idea that’ll get me an appointment.”

4. Superstars simply do things that your average reps won’t. The key word here is “do”. Many times company owners and sales managers send their sales reps to a motivational seminar to “get them pumped up”. More than likely, after attending the seminar most of the reps probably bought all of the tapes at the back of the room and proclaimed to step up their efforts when they got back to the office. Speakers like Brian Tracy, Tony Robbins and Jack Canfield are absolutely outstanding. Here’s the problem, after a couple of days, reality hits the average reps and the tapes they bought are still unopened after 6 months. Meanwhile, your superstars listened to the tapes on the way home from the seminar, on the way to work the next day, continue to listen to them and more importantly do the things that the tapes tell them to do.

5. Superstars understand that they’re responsible for results – not outside circumstances. It’s not the economy, the competition or the paperwork – superstars understand that in order to change their outside circumstances they first have to look inside and be honest about themselves – a scary thing for most average reps. But time and time again, average reps look outside for a new “technique” or shortcut that simply isn’t – and never will be – there.

6. Superstars are extremely aware. In speaking with many superstars, I’ve found that they all have an extremely heightened sense of awareness. They’re always on the lookout for new opportunities and take action as soon as they see them. If there’s something that’s working in another industry that they can use to generate more revenue – they’ll try it. For example, I’ve personally worked with many financial advisors who use speaking engagements to successfully generate lots of new clients. Once I told that to one of my superstars, they immediately went to work and wanted to know how we could build a template for him to do the same thing.

7. Superstars, believe it or not, have balance in their lives. This might sound a little crazy but most of them (not all – unfortunately) often take time to focus on non-work items such as family, personal hobbies and exercise. They’ve met or heard about the over worked, over weight, burned out salesperson who has to go to a bar for a few drinks to relax and they want no part of it. They know that without a healthy mind, body and home life that they won’t be able to perform at such a high level – thus interfering with their all-important goals.

All in all, superstars remind me of those battery-powered cars and fire trucks that you used to always see in a big bin at the toy store. You know the ones – they go until they hit the wall, go back, turn a little bit and try again, hit the wall, go back, turn a little bit and try again, hit the wall, go back, turn a little bit and try again. I’m not sure what your thoughts are but I wouldn’t buy a toy that hit a wall and then just gave up – would you…?

Jay Wallus

Jay Wallus is the President and founder of Street Smart – The business development solutions company.

He can be reached by email at


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