These 3, 5, 8 steps and impulse factors have helped me be #1 every month at every job from door knocking to one of the biggest software vendors. Also when I came up against terminal cancer in my brain they have helped me become cancer free / No Evidence of Disease. I hope it can help some of you out there as well! I like to Keep It Simple Stupid, so let me know if there are any questions or anything you'd like me to expand on.
Have a good attitude
Safeguard your attitude
Be on time
Work your territory efficiently / Leave no stone unturned
Know why you are here and what needs to be done
None of these require talent, solely taking control
Fear of the loss
Tone of voice
I always have them on my desk. You can wake me up at anytime and I will be able to list and explain them all and why, how, when and where to use them
Where I work they really like BANT and letting the customer take control. I DONT!
Ex. Do they have Budget?
Do they have authority?
Do they have a need?
Is the timing right?
From my point of view it's more:
Of course they have the budget. Go look at their revenue/profits.
It's up to us to get onto the people in the decision making process (authority) and creating a need (Of course they have a need. Else they wouldn't be on my ideal customer profile) and creating urgency (timing) (As I told you before the presentation we are growing fast, so if you want to get started by ex. May next year, we need to have it signed of by XYZ).
Also being an expert in your field from prospecting three hours+ a day and doing three meetings a day and reading and listening to audio books, articles, videos, google alerts etc. You can quickly establish authority and become a trusted advisor. When I was hit with cancer I turned pubmed upside down, joined every facebook group, asked ton of long term survivors.