Relentless Sales: The 10 Laws of High-Performance Selling
What's up, Relentless Family? Happy Monday!
Last week, we discussed Law #8: Discipline Is a Skill. Train It Every Day. Thank you to everyone who reached out, shared the post, and invested in THE HUNT – Sales Execution Plan for B2B Sales Professionals. It's been exciting to hear the early feedback and see sales professionals beginning to implement the systems and structure from the course to improve their weekly execution. Would love for you to grab a copy and join the community!
Well, as you know, we're in the middle of our series:
The 10 Laws of High-Performance Selling
These are principles I've been thinking about, refining, occasionally failing at, and continually working to improve throughout my sales career.
So far we've covered:
- Law #1: Organized Sales People WIN
- Law #2: Intent: Value Your Customers and Put Them First
- Law #3: Keep A FULL Pipeline
- Law #4: Be Very Clear About Your Priorities
- Law #5: Be Undeniable
- Law #6 – Celebrate Other People's Success
- Law #7: Next Play
- Law #8: Discipline Is a Skill. Train It Every Day.
Today we're talking about...
Law #9 – Character Is Your Greatest Competitive Advantage
In sales, most people believe the magic is found in better techniques and tactics.
Everyone wants better questions, stronger closing skills, sharper negotiation tactics, and more persuasive presentations.
And don't get me wrong, those things absolutely matter and are important!
But after nearly two decades in sales, I've become convinced that your greatest competitive advantage isn't your product, your pricing, your personality, or even your sales skills.
It's your character.
Your product, or the logo you represent, may get you the first meeting.
Your skills may earn you the opportunity to present.
But your character determines whether people trust you enough to keep doing business with you.
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I've watched incredibly talented salespeople lose customers because they lacked integrity, humility, or consistency.
I've also watched average salespeople build extraordinary careers because customers knew exactly what they were getting every single time.
Character isn't something you turn on during a customer meeting.
It's who you are when nobody is watching.
The beautiful thing about character is that it isn't fixed. You can always grow, develop, and improve.
Just like discipline, character is strengthened through thousands of small decisions made every single day.
The small things are the important things.
- Every conversation.
- Every promise.
- Every follow-up.
- Every difficult decision.
- Every customer interaction.
Every one of those moments is shaping the person you're becoming.
So Here's The Question Of The Week:
Which area of your character do you want to strengthen this week?
- Maybe it's integrity.
- Maybe it's humility.
- Maybe it's patience.
- Maybe it's simply becoming someone your customers know they can always count on.
I'd love to hear your thoughts in the comments, or feel free to DM, text, or email me.
Have a great week, Relentless Family! And remember...
Products can be copied.
Pricing can be matched.
Skills can be learned.
But character is earned.
Soooo…. Protect it. Build it. Live it. Every single day!
Because character isn't just part of your success...
It is your greatest competitive advantage.
Go get 'em this week!
— Jon
THE HUNT is HERE!
If you're looking to create more focus, build a healthier pipeline, and execute your territory with greater consistency, THE HUNT was built for you.
Inside you'll learn how to:
- Prioritize the right accounts
- Build a healthier pipeline
- Execute with consistency through the systems and sales structure we lay out.
- Win more business through clarity and focus
Join the Relentless Sales Community by texting 404-272-5236 to receive Monday Morning Motivation each week.
Jon Alwinson
Author | Speaker | Coach | Sales Leader
📘 Relentless Sales — If you haven't picked up a copy yet, I'd love for you to grab one and share it with a teammate or friend.
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