Everyone has their own style, techniques, and approaches in business. Different people can become hugely successful while following systems and methods that vary considerably. So what is the one quality that is shared by every top salesperson allowing them to become highly successful? DESIRE!

Desire is the one underlying component that you must have to become successful in business. If you don't really want to be successful, the chances are that you'll fall short of achieving all you are capable of. The folks who are the top earners in their field are the ones who want it the most. The other professionals simply don't want it as much. They may say that they want it, but the truth about how much a person wants to be successful can be seen by what they do and the results they produce, not by what they say!

I see this all the time when people contact me interested in becoming a professional salesperson. I believe the best potential salesperson is someone who wants to achieve great success but more importantly has an incredible burning desire. They already have the high performance engine burning inside of them and all they are looking for is the focus, direction, and accountability to make it all happen. These people are very motivated and are willing to make immediate changes in their day-to-day routines. They recognize that unless they are willing to do something special that they will only achieve mediocre results. They also recognize that the sum total of everything they are capable of doing must be focused and elevated so as to avoid making the amount of money they are making right now. In other words, they are willing!

When seasoned salespeople have tried producing better results on their own without making any dramatic changes they inevitably end up producing the same old results. Only after they have gotten tired and frustrated enough do they try something different. It takes incredible drive and desire for a seasoned salesperson to try new and creative ways to achieve a higher level of income.

Poor to mediocre salespeople on the other hand tend to get to a level and then
become quite comfortable. While they say that they'd like to make more money, their actions dictate that this really isn't their first priority. The more truthful statement would be something like, "I'd like to make more money as long as I don't have to change very much about what I do day-to-day in my sales activity." In reality these people desire to keep their day-to-day routine the same much more than they desire to become top salespeople.

There's great comfort staying in the same routine. While making more money may sound great, changing your day-to-day routine in order to make this happen scares the heck out of people. When pressed on this point, they will try to kill the messenger rather than listen to the message. Listen carefully to what the poor to mediocre salespeople say and you'll hear catch phrases such as: "I haven't been properly trained.", "I ran out of that and now am waiting.", "No one ever told me I could.". These phrases are the hallmark of poor to mediocre salespeople versus the following catch phrases of the successful one's: "I've been reading.", "I found this.", "I ordered that", "I'm planning on.", "How can we solve.", and my favorite, "Bring it on!"

Personally, my attitude is that as long as I'm going to be working more hours than the top producers in my territory, why not earn as much as possible? No degree of comfort in keeping with the old routine can match the incredible feelings of producing excellent results. You just have to be willing to bust through the barriers that will allow you to get there. But in order to bust through those barriers, you must have the strong desire to get to what's on the other side first. In his book, Think and Grow Rich, Napoleon Hill talks about how important having a strong desire is in achieving whatever it is you want in life. In addition to this, acclaimed author and speaker, Wayne Dyer, says that "whatever it is that you really, really want in your life you will have." This again speaks to the importance of having a burning desire.

A strong desire for great success is the most important quality that any salesperson can have. This burning desire is something that no sales manager can ever create for the sales force they work with. This desire can only come from within the salespeople themselves, but once the desire is there all great things will then become possible!

DESIRE is the one, all-important ingredient that will make all of your dreams and goals come true in your career. You gotta believe!

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