Tony Robbins once said, “If you want to be successful, find someone who has achieved the results you want and copy what they do and you’ll achieve the same results.” While many people dismiss self-help gurus like Robbins, thinking they are charlatans or modern day medicine men who perpertrate an elaborate con, the more successful ones, including Robbins, follow several common principles that help motivate sales people into becoming top performers.
Logic dictates that if you keep doing what you’ve been doing, you’re probably going to get the same results time and time again.
And while personal change is difficult, people can and do evolve — if and when they work hard enough at it.
The same logic dictates that if you do what successful people do, in this case embracing the sales motivations of top-producers, there’s an excellent chance you’ll find yourself enjoying the kind of success they enjoy.
So, here are 10 common beliefs, actions, attitudes and rituals that define a Rainmaker’s motivation to set them apart from the rest of the pack.
Salespeople who exhibit the 10 Rainmaker Principles achieve the most success. If you want this to be you, you would do well to follow these 10 Rainmaker Principles. They are:
- Play to win. Rainmakers are extremely dedicated to becoming Top Performers, exhibiting the hustle, passion, and intensity it takes to achieve what only the elite achieve. If you want to win, give it everything.
- Live by goals. Rainmakers are goal-setting and goal-following fanatics. Goals are a part of their daily rituals.
- Take action. Rainmakers realize that goals without actions don’t get you very far. While other people intend to take action and do more, rainmakers do it.
- Think buying first, selling second. Rainmakers map their selling processes to the processes and psychology of buying.
- Be a fluent expert. Rainmakers are masters of market knowledge, customer needs, their products and services, their value, their competition, and everything else they need to know to succeed at selling. Rainmakers might not be technical experts in every area, but they know what they need to know to sell.
- Create new conversations every day. Rainmakers always feed the front of their pipelines and improve their pipeline quality. They never coast, and nary a day goes by when they don’t speak to customers, prospects, and referral sources with the intent to source new business.
- Lead masterful rainmaking conversations. Rainmakers lead masterful sales conversations, from prospecting to needs discovery to closing to account management.
- Set the agenda; be a change agent. Rainmakers recommend, advise, and assist. They are change agents who are not afraid to push when it’s in the best interest of the customer.
- Be brave. It takes courage to rise to the occasion in sales. Rainmakers not only conquer their fears, they seek actively to win the most fruitful sales opportunities no matter how difficult the challenges may be.
- Assess yourself, get feedback, and improve continuously. Rainmakers are never afraid to learn the cold, hard truth about themselves. They take what they discover — the good and the bad — to learn, grow, and change for the better. They never stop this cycle.
Tony Robbins also once said, “If we want to direct our lives, we must take control of our consistent actions. It’s not what we do once in a while that shapes our lives, but what we do consistently.”
He was right. These 10 Rainmaker Principles form the core of the Rainmaker’s modus operandi. It’s not what they believe and what they do sometimes that leads to their overachievement — it’s how they roll all of the time.
If you want to roll with the high rollers, make the 10 Rainmaker Principles a part of your belief system and your consistent routine.