What Separates the Top Salespeople from Everyone Else

In my business partner Steve Siebold’s book: 177 Mental Toughness Secrets of the World Class, he lists and talks about the 177 differences in mindset between the world-class, top salespeople and everyone else; what separates the champions from the rest of your sales team. Combining the information in that book with my 37 plus years in sales, I’ve come up with what I believe are the 55 most important differences. All of these are in the book in some form; some are verbatim, and others have my spin or interpretation.

1. The world class operates from objective reality. The great ones are able to separate truth from fact. They judge their performance and effort on actual, bottom-line results.
2. The world class compartmentalize emotions.
3. Champions understand logic versus emotion.
4. The great ones possess supreme confidence.
5. The world class are coachable.
6. Champions are always striving to get better.
7. The world class is determined to win.
8. Champions dedicate their lives to greatness.
9. Champions are driven by a world-class belief system.
10. The great ones are the most enthusiastic people alive.
11. The great ones view failure properly; they cannot fail, they can only learn and grow.
12. Champions are future oriented.
13. Champions know why they are fighting.
14. The world class is obsessed with their goals.
15. Champions are products of good/great habits.
16. Champions don’t let feelings get in their way; they get what needs to get done, done no matter how they feel.
17. The great ones are bold.
18. Champions are interdependent.
19. Champions are professional listeners.
20. Champions see mistakes as intellectual capital.
21. The world class catapult their consciousness by overcoming obstacles.
22. Champions know the power of persistence.
23. The world class is always willing to pay the price.
24. The world class is committed to personal development.
25. The great ones are problem solvers.
26. The great ones focus on how it can be done as opposed to why it can’t be done.
27. Champions are obsessed with productivity and results.
28. The great ones take responsibility.
29. Champions keep things in perspective.
30. The pros reward themselves for execution.
31. Champions know the power of programming.
32. The great ones are learning machines.
33. Champions change their emotional responses.
34. The great ones have a sense of urgency.
35. The world class believes in serving people.
36. Champions thrive on world class self-talk.
37. The great ones know salespeople drive all business.
38. The great ones manufacture their own self-image.
39. Champions define winning as personal progress.
40. World-Class employees see themselves as self-employed.
41. The great ones aren’t afraid to suffer.
42. Champions learn from role models/mentors.
43. Champions have a world-class work ethic.
44. The great ones focus on the hard work that works versus the short cuts that don’t.
45. The world class dreams of the future yet lives in the present.
46. Champions are NOT addicted to the approval of others.
47. The great ones seek times of solitude.
48. The world class reframes painful past experiences.
49. The world class focuses on the WHY.
50. Champions are congruent and consistent.
51. The great ones use world-class language.
52. Champions understand cause and effect.
53. Champions embrace nonlinear thinking.
54. The good and great are separated by a razors edge.
55. School is never out for the great ones.

If you’d like Steve and me to help you instill these in your team, go to: www.completeselling.com or email me:  johnchapin@completeselling.com.

John Chapin is a motivational sales speaker, coach, and trainer with over 37 years of sales and sales management experience. You can reprint provided you keep John’s website and other contact information in place.