Important Note from Bill Harris, President, W.V.H.,Inc. Please tell us your top 3-5 differences via a LinkedIn comment or email. And as always, share this PDF with ALL of your colleagues so YOU can help them like we are trying to help YOU. It feels great helping someone succeed.

Here are the 20 differences between a sales professional & a sales person. Which one are you?

#1 Many sales persons almost always need LEADS. On the other hand, a sales professional LEADS by using proven prospecting approaches. In other words, they spend 70 % of their day with people they already know such as clients, former clients, prospects already met, guests at Client Appreciation Events, and Seminar & Web Conference attendees; and the balance of their day with referrals and with people whom they do NOT know yet.

#2 A sales person discusses the features of a product. A sales professional discusses the benefits to owning a product. A feature is a Lifetime Rider. The benefit is NEVER outliving your money. Want more 3 more Feature/Benefits examples? Click here since we JUST ADDED 3 more Feature/Benefit examples on our LinkedIn Full Profile page.

#3 A sales person measures success by how much money they make in 1 day. A sales professional measures success by how many people they helped "think about their money" in 1 day.

#4 Many sales persons brand themselves on Facebook and Twitter as an outspoken critic of Trump OR Clinton or as a participant at semi-wild get-togethers. A sales professional knows that "political talk" is a sales killer since 50% of their clientele & current prospects will think they are "dead wrong". Regarding semi-wild weekends, do you want a doctor to perform open heart surgery on YOU on a Monday following a semi-wild weekend?

#5 Many sales persons introduce themselves or describes themselves as a “sales man "or "sales woman." A sales professional describes themselves like “I help people protect some of their retirement money from market risk." Click here on September 15th since we will have 5 more examples on how to introduce yourself on our LinkedIn Full Profile page today..

#6 Many sales persons find an excuse for NOT calling prospects like (smile) tummy aches, being tired, etc. A sales professional takes "Tums" or a 15-30 minute nap; then makes the calls.

#7 Many of the best sales persons keep their promises. A sales professional under promises and OVER DELIVERS.

#8 Some sales persons will make unkind statements about competing sales persons or a competing product or service. A sales professional will NOT make unkind statements but will accentuate their strengths instead.

#9 Some sales persons will guess an answer when asked a question they do NOT how to answer. A sales professional will say "I do NOT know that answer but I know who does. May I call you tomorrow morn with the answer?" OR “Rather than give you a partial answer, may I do some additional research and get back to you tomorrow"?

#10 Many many sales persons say “Thank You" when they get the check, signed application or order. A sales professional says "You made a wise decision!" How would you feel if the first words you heard from your doctor following your open heart surgery were "THANK YOU!!!" Or you caught a glimpse of the doctor giving a high five to the entire medical team after your $75,000 surgical operation.

#11 Many sales persons are “by themselves". A sales professional surrounds themselves with mentors who are willing, able, & capable to helping them reach the next level of success. Click here on Thursday September 15 since we have 5 examples of who can mentor you on our LinkedIn Full Profile page.

#12 Many sales persons give up when a prospect says that they do NOT have the money. A sales professional helps a prospect find the money. For example, if a prospect cannot afford a $200.00 monthly premium, the sales professional helps the prospect find the money by redirecting the money a prospect spends on non- essential things to essential things like by passing two Venti Chai Tea Lattes every morning every month ($210.00) to protecting the people they love. Click here on Friday September 16th since will have 5 examples on how to find money on our LinkedIn Full Profile page.

#13 Many sales persons slow down on Fridays. A sales professional does NOT slow down. Said differently, sales professionals know that slowing down is making less money.

#14 Many sales persons do NOT call Former Clients. Sales professionals do call Former Clients since sales professionals know that Former Clients still like & respect them; they just erroneously thought" the grass was greener elsewhere".

#15 Many sales persons are selfish since they see “what they do" as THEIR job. Sales professionals see “what they do" as a profession where THEIR family benefits; in other words, it fulfills their responsibility as a spouse, parent, & grandparent.

#16 Many sales persons to NOT have a Compliance Department. Many sales professionals have a Compliance Department who can save a sales professional from a fine or suspension.

#17 Many sales persons talk & talk & talk. Sales professionals listen more than talk.

#18 Many sales persons only discuss the advantages. Sales professionals discuss the disadvantages & advantages since they know that every product has disadvantages BUT that the advantages MUST appreciably outweigh the disadvantages.

#19 Many sales persons in the retirement-alternative market often try to go after ALL of a prospect's money. Sales professionals go after only some of a prospects' money since they know the value of diversification.

#20 Some sales persons celebrate a BIG sale for days or weeks. On the other hand, sales professionals celebrate a sale for 15 minutes since they know that the real important work begins with the application.

Note; As always, share with your Compliance Department whatever you plan to say and show to the general prospect.

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