Yes, it's your lucky day! I'm about to tell you...
How To Succeed at Sales! Fast!
I spent this weekend at a convention of salespeople, run by their association, and I spent a lot of time face-to-face and one-on-one with these reps, learning what their challenges are and how they can overcome them.
Here's the interesting part - they're selling services that businesses need, that are on the cutting edge, and that are (or should be) very easy to sell. In other words, they're not selling useless trinkets that no one wants. They're selling a very valuable service that's quickly becoming a necessity for small businesses to have, and that prospects are happy and excited to buy!
And yet, they think it's going to be hard! They think they'll get sales resistance, or they think they'll have trouble reaching decision makers.
This baffled me at first. Why aren't prospects jumping all over this, I wondered? After doing a bit more fact finding, I started to get to the bottom of it.
The problem is that most of these reps are going in with the wrong mindset. They're going in with a selling mindset, instead of thinking, "People want to buy this." I convinced these salespeople that they're selling a service that people want and need. That prospects (qualified prospects, that is) will be excited to hear about it. And that when they expect these things to take place, they will - and people will simply buy!
That's not all I taught them - there's far too much to include here - but I was thrilled to learn that after I'd left on Saturday afternoon, a few of the reps went back to prospecting business owners (on a weekend, no less!) and, when I met them again on Sunday, many tole me they already had leads and deals lined up for this week!
All this because of a simple change in mindset!
The Secret to Sales Success
If you go into a sales situation with a "selling" mindset and you expect resistance and objections, of course you're going to get them.
Your anticipation of failure comes through in your voice tone, your body language, and a hundred other subtle ways. Prospects sense it, and they shut you down.
But when you come in with thoughts of, "You will love this and you are going to buy right now," then those thoughts come across in all of your non-verbal forms of sub-communication, and prospects pick up on that - and act accordingly!
With that in mind, here's what you can do - right now - to jumpstart your sales numbers, fast:
1. Take inventory of all the ways your product or service benefits your customers, put yourself in their shoes, and understand once and for all how happy and excited prospects will be to hear about it!
2. Make sure you are only dealing with prospects who are fully qualified, who have a current need for your product or service, and who are capable of buying. Don't make cold calls at random and then wonder why you're getting zero results.
Salespeople understandably balk at that second point - they don't know how to get in front of prospects without cold calling. This always floors me because our modern economy has given us dozens of ways to do it. Even if you're not a social media maven who is racking up contacts and leads on sites like LinkedIn, you can do it the old-fashioned way through networking, referral selling, speaking for free at local service organizations like Rotary Clubs, and so much more.
So go ahead and take immediate action on the two steps listed above, and get ready for huge sales success!
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New York Times best-selling author Frank Rumbauskas has won numerous accolades, such as Readers Choice for Business Book of the Year from 800-CEO-READ, and has been named one of Fast Company's top 30 most influential people online. To learn more, and to download a free 37-page preview of his no cold calling lead-generation system, visit http://www.nevercoldcall.com
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