"Make a customer, not a sale." Katherine Barchetti
Sales is a Mind Game
When you go to make a sale, what's your mindset? What are the words going through your head before you enter the building? How's your attitude?
3 Winning Sales Keys
1. Mindset Adopt the attitude of optimistic neutrality. Optimistic because you want the best for the client and yourself or company, and neutral because you can't be attached to the outcome. Know that if it's the right product or service for the customer and you can share the benefits and success stories convincingly, the sale will happen. And if it doesn't work, you're on to the next customer. Just add value, help this person, and build a good relationship for the future. They may not be ready today but in a few months, who knows?
• Energy and Enthusiasm If you believe in the product or service you are selling sincerely, generate true enthusiasm about the value you are delivering. Share stories of others who have loved the product or service. Show the results and any real data you have. Real enthusiasm is rare and contagious. Believe in what you are selling or no one else will.
• Add value always Whether you get the sale or not, always add value to the other person. Educate them, share information they may not know, inspire or uplift them, help them solve a problem. That problem may have nothing to do with what you are selling. Just demonstrate that you care about them as a person.
A great book on selling is Go Givers Sell More by my friend Bob Burg. It's all about the giving mindset and how that will build your sales through relationships.
Wishing you every success!
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