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You’ve heard of the X factor. That special mix of attitude and aptitude that our sports heroes have.

The magical combination of skill and the right action played out while they are in the zone.

The X factor can be the presence that your favourite actor has on stage or screen.

It can be the difference between a legendary singer or musician and someone that just sings or plays with a technical knowledge that lacks attitude and style.

Many of the people we regard as the very best in their field are not technically the best. Often the technical or most knowledgeable do not hit the top spot. They lack that special something that the stars have.

The X factor is everywhere

The X factor doesn’t only show up in sports and show biz.

Every profession has its stars. Look at the rise of the celebrity chefs. You don’t watch them because their food tastes great. You watch them because they have that special something that other regular chefs with the ability to cook a great dish don’t have.

You can see the X factor everywhere, in every type of job.

Have you ever seen a TV program called the Dog Whisperer?

Cesar Millan is a dog behaviour specialist. He has so much of the X factor that he now has his own show and is doing a world tour. There are thousands of dog behaviour specialists and many of them are more technically qualified than Cesar. But they wouldn’t draw the crowds that the Dog Whisperer does.

How do you spot a sales person with the X factor?

These are the people that make it look easy.

They have a natural talent for knowing what to say at the right time and in the right way.

Sales trainers call this unconscious competence. If you asked the X factor sales person to explain how they do what they do, they can’t tell you.

They often tell you they are persistent, or they just talk to customers. Ask them to tell you what their opening sales introduction is, or their closing question, and they have to run through a recent sale because they haven’t really thought about it.

What’s the benefit of having the X factor in sales?

These natural sellers get the best rewards. Their careers move faster up the ladder, they earn more bonuses and commissions. You will always find them at the head of a race for incentives and prizes.

X factor sales people also get recognition from employers, and gain respect from colleagues. Sales managers will send new recruits to learn from them. Although in many cases this is a waste of time because the X factor sales person often doesn’t know how they do what they do.

What makes an X factor sales professional?

Here are some of the points I’ve noticed while working with these top sales professionals:

They have no fear of rejection

They accept that as a sales person the more people you try and sell to the more rejection you will face. There’s no embarrassment, they don’t take sales objections personally, and it rarely affects their levels of motivation.

Many of them get even more motivated to make a sale after they have just lost one. They get straight on to the next prospect.

They have a goal

When I have questioned top performers, X factor sales people, about why they are so motivated and full of energy I get the same answer from them all. They all say, I want something. They all have a reason for coming to work, and a reason for taking more actions than their colleagues.

It can be something they are going to do with the money they earn. A long term goal, such as buying a house, second home, or retiring early.

They may want to move away from something. This can be negatives that they have faced like: living in a poor area, struggling to pay bills, low self esteem, or being looked down on by others.

They are focused on success

Have you worked with people that are easily distracted from the actions that will generate sales?

They can’t pass a coffee machine or water cooler without stopping for a drink. They chat to colleagues or send emails rather than making that next sales call.

They call into the office when they could be out in the field selling. If their last appointment cancels they go home instead of spending an hour prospecting.

X factor sales professionals are focused. If it isn’t working towards winning that next sale it doesn’t get done. As a sales manager I can tell you that admin and reports are often hated by these high achievers because it takes time that could be spent selling and moving them towards their goal.

They just do it

For a sales person with the X factor, selling, telephone calls, prospecting, appointment making, and all the other sales related activities are done with an ease and natural momentum.

You never hear them say, I have to go to an appointment now, or I’ll make some calls in a few minutes. They don’t think about it or talk about it, they just do it.

In the same way some people get up and go to the coffee machine without thinking or talking, the top performers make a call or knock on a door.

A member of my sales team goes home a different way each evening and prospects all the way home. This can add an extra sale to his day or give him a handful of new prospects to work on.

How can you become an X factor sales performer?

For some it appears to come natural. But it can be learned. You have to start adding one action at a time until it becomes a habit.

Set a motivational goal