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CLOSING THE SALE

What We’ve Learned

In 25 years of research and experience with more than 36,000 sales professionals and managers on every continent, we’ve found one dominant mindset to be common among “The 5 Percenters” —or the top 5 percent of the profession. The mindset seems counterintuitive to success. We call it the Paradox of Success. The more passionately and skillfully you focus on creating success for your clients, the more successful you will be.

The volume of information available today through multiple sources has dramatically changed the buyer/seller relationship. It has empowered buyers—and has diminished their reliance on sellers as information providers. This influences how they interact with sellers and has changed their expectations of what sellers should provide. Buyers now expect that sellers shift from a traditional sales role to a trusted advisor, moving away from creating dependency to creating value and fostering relationships of trust.

Increasing your own success by focusing on the success of others isn’t about wishful thinking or taking an “enlightened approach” to selling, but rather a practical reality based on the necessity of creating relationships of trust and mutual value.

Our entire Sales Performance Practice has been built on the application of this extraordinary principle.