What TOP Salespeople Know About Influence


I’ve been researching a new book and listening to podcasts that feature interviews with top salespeople.

Even if you’re not in sales, I want to share with you the recurring theme that I keep hearing from the absolute best of the best. There’s definitely a common thread that runs through all of these interviews. It’s a simple idea that you’ll be able to apply to any human connection opportunities that show up during the week. After all, if all of the best influencers are using it, there must be something to it.

  • Good salespeople psych themselves up to deliver a great pitch – GREAT SALESPEOPLE DON’T
  • Good salespeople wish, hope, and pray for more sales – GREAT SALESPEOPLE DON’T
  • Good salespeople work hard to improve their sagging sales numbers – GREAT SALESPEOPLE DON’T

It’s not that the acts of wishing, begging, praying, hoping, working hard, or psyching yourself up have no value. The problem is that they’re directed at the wrong outcome.

Prospects aren’t stupid. If you went into a sales situation with a mentality of “Pleeeeease buy from me” they’d smell it on you in a heartbeat. People don’t want to be pitched at, sold to, or thought of a number. That’s not very compelling.

Instead, great salespeople realize that it isn’t about themselves at all. Great salespeople ask, “How can I best serve my prospect? What does this person need from me right now?”

Service. That’s the big idea that I keep hearing over and over.

One of the greatest sales trainers of his generation, Zig Ziglar always said, “You can get whatever you want in life by helping enough other people get what they want.”

If you feel like becoming an influential person requires you to become someone who is manipulative, pushy, or sleazy, then you’re doing it wrong.

Selling is serving, plain and simple.

This week, adopt the service attitude in all of your human connection opportunities and you’ll be amazed at the results. After all, how can you argue with the best in the world?

One thought on “What TOP Salespeople Know About Influence

  1. Charlie Seymour Jr


    Thought you might like to know about the new book (and Audible.com version too) of Invisible Influence by Jonah Berger. He has lots of “why do people do what they do” comments throughout the book.

    Presently I’m listening to “Never Split The Difference” – Negotiating As If Your Life Depended On It” by Chris Voss. He has many tips for sales people and other negotiators.

    And one of my favorite recent books was “Pitch Anything” by Oren Klaff. Several of us at our monthly Business Book Meetup had not heard of many of the ideas in this book and felt, though we had been successful, we had been doing much of it wrong. REALLY liked this book – listened twice and I’m sure I’ll listen again.

    Just some ideas for the sales people you’re talking with and doing research for!

    Charlie Seymour Jr


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