90% of what it takes to be a good sales person is your mindset. Yes, I know this is a strong statement. Even if you have the skills and all the moves, you won’t be successful if you have a terrible attitude – no one will want to buy from you!
The sales person who wants it the most is the one who is most often victorious. Sure, we can teach you a step-by-step program to make sure you’re prepared, know the right questions to ask, close faster and recognize additional sales opportunities – but training won’t help you if you have a “who cares” attitude.
If you approach your prospect and you think that your pricing is too high or that you can’t deliver as fast as your competition or that you have an inferior product or service – you need to recognize that these are your limiting thoughts, not your customers. In reality, there are lots of customers who ARE perfect for what you offer!
Here’s an example for you – think about who is ultimately victorious in the following situations: Is it speed that wins in the race between the tortoise and the hare? Is it being more powerful that brought victory to David over Goliath? Do more sales go to the lower-priced Kia vehicles vs. the higher-priced Mercedes vehicles?
You may be thinking if it’s so easy why isn’t everyone doing it?
Are you ready for the secret behind successful selling? The reason why many people fail to achieve sales success is because they lack the energy, interest and commitment to make it happen – very few people are willing to put in the required effort. For these people, their “going out of business plan” is accelerated when they start to blame outside forces for their lack of successful results. They might blame pricing, delivery or__________ (insert the excuse you hear most often here).
Yes, it’s work to maintain positive mindset. Yes, you need a plan to follow. It’s as simple as this – get a plan, attach energy and upbeat emotion to your actions and your results will be off the chart!
Here’s what you need to get started:
Be super-prepared– and I mean you should be more prepared than simply having the forms ready!
Have self-belief– people who are prepared and knowledgeable about their offering feel more confident and have a stronger sense of belief in their abilities. If you feel insecure and uncomfortable you need more education and preparedness. The first person you need to sell is yourself – no one will buy from you until you’re sold on your product or service.
Work your network– it’s simple, people work with people they like. Don’t be the best kept secret in town! Get out and let people know what you do. It’s also important to let people know who are the best types of customers for you so that they can refer business your way.
Take responsibility– it is what it is. When you encounter a problem, don’t sweat it. Instead of blaming outside circumstances, focus on how you can work with the situation and look for the opportunities. Many opportunities spring up from adversity – have an attitude that allows you to recognize them when they pop up.
Get comfortable with risk– when an opportunity arises be ready to take it. No risk = nothing!
Invest in yourself– if you’re not willing to invest in yourself, who else will? Don’t slow yourself down by using dusty old sales techniques from 10 years ago. Look at how the world has changed in the last 5 years – what are you doing to upgrade yourself? Think of it this way – are the jeans you wore 10 years ago still fashionable? Of course not! So, what makes you think your dated skills – that you’ve been using for the past 10 years without upgrading – will work in today’s market?
There is always someone out there who is more talented, more experienced and who has shiny new systems – competition doesn’t stop, so don’t stop yourself from growing!
Now you know the steps – combine these simple steps with the right mindset and there is no reason why you can’t sell.
And keep in mind this one last thought – 95% of the population will know what to do and will not do it – so choose wisely and just do it!