Stone Payton: [00:00:00] B2B salespeople who produce better results in less time really do exercise just a handful of key disciplines that give them that slight extra edge. The five key disciplines – Structure, Personal Accountability, Empathy, Education and Direction. Structure – repeatable processes and transferable tools for key task. Personal Accountability – taking and expecting personal responsibility for corporate results. Empathy- projecting oneself into the mind of the other person, so that we genuinely understand how and why they think, feel and act. Education – establishing learning and personal development as a 24/7/365 job-critical responsibility. And Direction – clearly understanding where we’re going and why.
Stone Payton: [00:01:02] After 30 years of observing and cataloging top-performing sales behaviors, and over 25 of those years as a top-performing salesperson in the consulting profession myself, I’ve uncovered several distinct patterns, the most prevalent and consistent habits of High Velocity B2B Salespeople. The bottom line is this – we do things very differently here in the big leagues — probably very differently than what you were taught to do, and what you’ve been led to believe top performers do.
Stone Payton: [00:01:34] For example, High Velocity B2B salespeople — we don’t make cold calls; we don’t go to networking meetings; we certainly don’t do proposals; we rarely make presentations; we don’t try to match the prospects communication or behavioral style; we never duck the money question; we don’t meet objections and we don’t wait for a decision. By contrast, some things that we do – High Velocity B2B Salespeople – we choose exactly who we want to serve; we work only on scheduled calls; we tell the truth and we get the truth; we co-author solutions with our prospective clients; we make recommendations; we make decisions fast and we get decisions fast.
Stone Payton: [00:02:31] And as a result, we Help More People and Make More Money. What’s really fun about this is the more people we help, the more money we make. The more money we make, the more people we can help and the more we can help them. It’s what my business partner and Business RadioX ® Founder and CEO, Lee Kantor, calls a Virtuous Circle. But what I find particularly exciting is that every single one of these High Velocity Habits – and nine more we can share with you another time – is 100 percent under our control. We can adopt them at will, begin using them immediately and start having impact Right Here, Right Now.
Stone Payton: [00:03:16] If you’re a B2B Professional Services Provider — Consultant, Coach, CPA, Attorney, someone who provides specialized knowledge and expertise to serve other business people, I hope you’ll seriously consider exercising the five key disciplines I shared with you – Structure, Personal Accountability, Empathy, Education and Direction. And I encourage you to begin adopting some of the High Velocity Selling Habits that I mentioned.
Stone Payton: [00:03:45] If you’d like some help on this, I’d be delighted to have a conversation with you to identify at least one thing that you can start doing differently Right Here, Right Now that could really move the needle in your business. And if I believe it’s a good fit, I’ll tell you about our High Velocity Sales Simulator. It’s a series of one-on-one recorded sales simulations where you can practice these disciplines in a safe environment, receive expert feedback and advice, and dramatically improve your ability to Produce Better Results In Less Time. You can book that call with me right now at BookStonePhone.com. And please use Booking Code: SS2500. See you in the fast lane.