Okay, so you're doing okay as a professional sales person. You earn a decent living and put in a ton of hours. Heck, they even gave you a company car complete with gas allowance. Doing pretty good right?

Still, something seems like its missing. You go through your well rehearsed sales routine and you have enough success to make you think that you're getting close to where you want to be, but the feeling lingers that you could be doing a whole lot better. After all, your W-2 from last year was around $50,000.00 which is nowhere near the over $100,000 figure that you heard the top professionals are making now-a-days.  Well, what is it that you are missing?

Let's face it, I'm good but I'm not that good to know what your problem is without ever meeting you. I can tell you that the difference between average sales people and top performers is that the superstars who earn $200,000 to $300,000 per year all know how to take their selling to the 4^th dimension.

What is the 4^th dimension? It may be easier to understand what the 4^th dimension is if you know what the first three dimensions are. Make sense? Great! Please try and follow me into the 4^th dimension and you will see how it can take you to the next level.

In any sales there are always three dimensions.

DIMENSION #1 -- THE PROBLEM - The first dimension is the problem or trouble that the customer is experiencing that started their desire to change what is happening right now in the first place. This is an important dimension that can take on a life of it's own regarding the urgency and desire to make a purchase. If the perceived trouble isn't great enough then the buyer will not act. Why should they? Everything is in harmony. However, if things are not right or if there is trouble then the buyer WILL act to create harmony and bring themselves to a state of peace.

DIMENSION #2 -- THE CUSTOMER -- Every customer brings with them a belief about the importance of what it is that you are offering. Also they have a perception that creates a ranking system in their mind as to where your particular trade resides on the pedestal of the contribution your trade makes to society. For instance, a lawyer may look down on a plumber. We all look around us to see where we fit in with the crowd. For instance, as a contractor, don't you look as your status in life as being greater than that of an employee at McDonald's? Keep in mind this perception is not really true. It's only what is in our mind. We have no idea what people are really thinking.

DIMENSION #3 -- THE SALES PERSON -- You bring a belief to the party as well. Your belief better be that the customer would benefit from purchasing a solution to their problem from you because you simply fee that you are the best. If you actually feel entitled to the job than many times that feeling is expressed through your verbal and body language. This creates the expectation that the buyer should purchase from you.

These first three dimensions are where most sales people stop and never progress any further. Let's take a peek at the next level where only the very few ever go&

DIMENSION #4 -- THE INNER CONSULTANT -- Okay, here it is. Heavy hitters bring one more thing than the normal sales person brings with them on every call. They actually create an "out of body experience" for themselves called the 4^th dimension. They simply trot out the "Inner Consultant" inside them when they sense they are in trouble with the sale. What do I mean? Let me explain.

Imagine the end of your presentation when the customer tells you that they want to "talk to their spouse" before they decide. Imagine your customer when you first met them and how positive they seemed about getting the job done. Now look at them. The head is hanging down, trying to avoid eye contact with you. You can fee the mood change.

You're just about ready to leave, but instead of going away silently you bring out your new secret weapon. That's right you let the inner consultant out of the cage. It sounds something like this. "John can I just call a timeout and stop being a sales person for a moment and just ask you for your help?" (How could they refuse?)

You continue, "When I first arrived here, you really wanted to get the work done. Remember how we were joking and having fun? Then I made the presentation to you and it looked like the blood drained from your face. Can I ask you something? Could you tell me what I did that changed things for the worse during my presentation?"

The true professional then just shuts up and listens to the answer. If I were you  selling day after day to customers, I would bring this 4^th dimension with me on every call. Whenever you see a "danger light" coming on the horizon, remember to call a timeout from the first three dimensions and let your inner consultant ask your customer for a lesson on how to best sell them your services.

You will be surprised at how easily your opportunity will go from a no to a yes.