Vail Valley: Think like a sales champion |

Vail Valley: Think like a sales champion

VAIL, Colorado –Tom Hopkins is widely regarded as America’s No. 1 sales trainer. He doesn’t refer to people in the selling profession as sales representative, account manager, or sales executive – instead he favors “Sales Champion.”

The Tom Hopkins Champions Creed goes like this: “I am not judged by the number of times I fail, but by the number of times I succeed. And the number of times I succeed is in direct proportion to the number of times I can fail and keep trying.”

Although everyone sells something at one time or another, not everyone has made a living as a sales champion. What successful sales champions have mastered and internalized is the ability to push forward each and every day. They hear the word “no” more than they hear the word “yes” and yet they persist, strategically and tactically in the pursuit of their next customer. They never give up.

Proven sales champions understand the importance of preparation before each sales call or visit. They embrace cold calling or prospecting and understand how to work collaboratively with prospects and customers to qualify the opportunity and not waste one another’s time.

Sales champions hone their presentation and speaking skills knowing that these critical skills will be of tremendous benefit when it comes to overcoming objections, negotiating, and asking for the order. And lastly, they comprehend the tremendous value of establish and nurturing winning relationships as they know this will lead to future business and referrals.

Sales champions know that someone is buying something from a sales person right now. They know that another sales champion somewhere is making a sale right now, too. And they accept the challenge daily to make sure that it is indeed their customer doing the buying and that their customers are buying from them and not a competitor.

Business owners and sales managers are looking to their sales representatives to rise to the occasion, stepping up to the plate to drive business growth and live up to the title sales champion. Think like a sales champion, sell like a sales champion, and work your territory or region with energy, passion, urgency and tenacity. This will ignite the others on your team, demonstrate success with ownership and management, and most importantly increase individual earnings.

Sales leader boards in every company are changing dramatically, everyone has a shot to reach the top. The good news is that each sales champion is in control of his/her own destiny and success as they climb that leader board. Sales champions have a unique opportunity to give themselves a raise each and every day, and they completely understand that the raise becomes effective the minute they do.

Thanks again for all of the e-mails and feedback. Tell me how you plan to sell like a sales champion or let me know how I can help you create that energy, passion, urgency and tenacity while you are selling at Make it a better than good week and go sell somebody something!

Michael Norton is a strategic consultant, business and personal coach and motivational speaker, and CEO of He writes a weekly motivational column for the Vail Daily.

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