22 years later I am still in the same profession.

STAGE 3 USING "SIZZLE" BUT DON'T KNOW WHY

This stage was my reality check! When I reached this stage I remember exactly how I knew I was in it. The UC stage means:

YOU ARE NOW COMPETENT BUT DON'T KNOW WHY

This stage should only last a few months. Unfortunately I was in this stage far too long.

I was the top producer, enjoying all my recognition, when suddenly my Boss asked if I would share my knowledge at one of our staff meetings. I happily said yes only to find out as I worked on my presentation that I had no idea why I was successful. I certainly didn't "feel" like I was at the top of my game and I was right.

I don't think you can claim to be at the top of your game until you can explain to others how you got to where you are. . When you are able to dissect your sales techniques and explain point by point to someone what you did to become a top producer you will be able to move on to stage 4.

STAGE 4 AWARE SELLING THE SIZZLE WORKS ...PREPARING TO USE IT OFTEN

This is a great stage to be in because you are now COMPETENT AND VERY AWARE WHY YOU ARE COMPETENT

This stage is where you still ask questions, still learn, role play................. but you are now having fun doing it because now there is a reason for everything you do.

You now consider yourself a true professional in your field. You have built rapport with clients, started a meaningful database and manage your time effectively.

You might even be the person at this part of the stages that would ask yourself "will this make me money today" I am sure you can't wait to see stage 5 because stage 4 sounds pretty darn good to you. Well here it is:

STAGE 5 "SIZZLING" NATURALLY

This is the stage that you are now a NATURAL in sales. This is the stage where people might say "how does he/she do that?" Or "someday I want to be as good as him/her"

You now........ KNOW YOU ARE COMPETENT, KNOW WHY YOU ARE SUCCESSFUL , AND HAVE BECOME A NATURAL.

All the training, reading, trials and errors have payed off Congratulations. You are the sale person everyone wants to be. You have learned how to be the ultimate professional and it looks like you do it effortlessly.

As I go across the country teaching about the ultimate salesperson there are not a lot of sale professionals that feel they are in this stage. In the next chapter I am going to share with you (after interviewing hundreds of the Stage 5 Pro's ) what 7 habits they had in common.

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