Change Your Mindset Pt 4
Selling SMART in Rough Times!
Master these sales techniques. Be SURE to apply them in your daily work. In time, you can become a master e-salesperson.
1. Go look at yourself IN the mirror. Are you looking at a needy person that is ready to tackle the world? Maybe you’re someone that just goes with the flow? Do you simply take things as they happen? Are you STILL waiting for the Cash Fairy to drop BUCKS into your LAP?
I have News for You……..great sales people always MAKE things happen! They make their life happen. They make SALES happen. They work VERY hard TO inspire other people. If this doesn’t sound like you…YOU need work UPSTAIRS…. IN the attitude department!
YOU need a whopping new mindset. Some of the world’s grandest salespeople began with self-image clouds. They learned AND kept working at it. They GOT better and better! They LEARNED HOW to "make" things MOVE and happen. You can DO this too. If you don’t have a confidence problem, you’re ahead in the sales e-game!
The Competitive e-Mindset
1. You BETTER Have or Create a ……HOT Desire Within Yourself ………to Make Money.
Selling is about REACHING Goal LEVELS. HOW Do you go after your goals? Wishing? Hoping? If you lack energy and passion, you do NOT have a valid burning desire to succeed. This RED-HOT desire is a crucial ingredient in all successful sales recipes!
Action # 1–> Create a HOT burning desire within your spirit to succeed by creating a very transparent picture of what you NEED, want and DESIRE! Commit yourself to work FOR it! Until a person TRULY becomes committed, there is a constant hesitation to retreat backwards—-> TO ineffective behavior.
Initiating positive behavior ON your part "AT" the precise moment when you deeply commit yourself, could seem to move Providence, too!
2. Have Solid Faith IN Your Ability!
If you lack faith in your ability, dream it up. Pretend, Imagine. Actors do it and they get paid TONS of cash for it. Build yourself UP BY pretending that you DO have faith in yourself. Eventually it WILL surface because Mama said that practice makes perfect.
3. Practice a Mantra!
Would you LIKE to buy something that could help, bal-bla-bla….
A mantra is a verbal formula sometimes sacred, repeated in prayer, meditation, or incantation. If you FEEL like a LOSER who can’t sell, USE the mantra principals. You can TRY IT NOW: Repeat this out LOUD to yourself:
"I VOW to sell ( number amount ) of ( fill in what you will sell ) by ( put a date ). I can and will do this by USING the new sales principals that are now a REAL part of me."
That’s your new daily mantra. Write it down and place it on your desk and on your bathroom mirror, maybe even ON your refrigerator door, until you have reached your first goal. Believe YOU CAN do this; it will be done. What the mind believes, it can achieve. Begin with faith in YOUR ability.
4. You NEED a Working Plan
Boldness really does have genius, power and magic in it. Align yourself with an operational PLAN to better your Sales Techniques. Study and visualize how you will apply them to the days going forward. New techniques MUST become a habit.
5. Research and be Prepared in Advance!
Research your potential customer, their company – the person, business history, level of success, size, their failures, partners, and competitors. What makes THIS customer tick? What AND where ARE the Hot Buttons?
Do your homework before the sales campaign starts! Preparation is always a CRUCIAL element of successful selling. Store the research in a contact file.
BE sure that you’re selling to the person that CAN make decisions.
6. Be Thorough…….
Write down your objectives. What do you want and need to achieve? Be precise. Writing down your sales objectives helps program your subconscious to cement a new mindset. You NEED defined goals and a written plan to reach them.
7. Credibility and Trust Rule Net Sales!
Before you attempt to pitch the customer and try to sell them something, you have to build trust. Form a relationship. This e-building of trust forms the foundation for long-term business relationships, which is what we ALL want from our customers. Be friendly. Get to know the person behind the business. Relationships should be mutually beneficial to you and your customers.
8. Ask Questions — Solve Problems.
Decipher your client’s real needs. Ask questions – BE quiet and listen to the answers. How can you think about solving their problems and "IF" you don’t know what they are? How will you give them what they want and need, unless you know exactly what it is? Ask.
Samples…….
"What problems with ( which relate to what you sell– your product or service ) have you been having recently?"
"If you don’t mind me asking, what is it that you need to improve upon?" ( again, this relates to your product or service )
"What did you have in mind? Any ideas about how you would like to work that out?"
Understand needs, desires and problems. Ask for ideas on preferred solutions. Then tailor your solutions TO their answers. You are now a creative problem solver.
9. Study Your OWN Products and Services.
Know you products and your services, inside out. Familiarize yourself with competitor products but never spy. You shouldn’t have to spy! Study your e-industry. Determine any weaknesses of your OWN offers, products and services.
10. You NEED a Sales Presentation.
a.) Write or use bullet points or numbers in your sales presentation. This creates order in your presentation.
b.) Identify product uniqueness. What differentiates your product from others?
c.) Identify all the problems that your product can solve based on your research of the prospect’s needs. Write them down.
d.) Identify YOUR product benefits. How CAN they help the customer in reach goals or solutions?
e.) Identify all costs of indecision on behalf of your customer.
f.) Identify any EXTRA value you can add to your main product.
g.) Identify any main objections that the customer might bring up. Prepare your answers.
Our conclusion in the next lesson will cover the final stages of making a sale. We HOPE you learned something new and we hope you’ll join us again when we offer another series of sales helps.
Your comments and suggestions are always appreciated.
December 31st, 2008 at 8:26 am
Hi Bill
Hope everything is going well over here
You may already know this but myself and Mark Call are in the process of setting up a website called Studentsofalex.com.
We are hoping to interview as many students as possible about Alex’s coaching, your progress, success and future plans.
It’s going to be a great opportunity to promote yourself, website and current/future products.
If you have already signed up, great!
If not, please visit the link below for more details and to sign up.
http://missioninternetmarketing.com/blog/have-you-signed-up-to-be-interviewed-for-studentsofalexcom/
Happy New Year and Mark and I hope to be interviewing you soon!:)
All the best
Mark
http://missioninternetmarketing.com
December 31st, 2008 at 10:16 am
Hi Mark
Ok, I have signed up…sounds very interesting
Thanks again for the offer and a Happy New Year to you and yours
Bill:)