Selling in a New Method
Intrusive, invasive, slimy salesmen have been finding ways to trick us out of our money for years. In response to the fast-talking peddlers, the buyers of America have developed a defense mechanism: lying. The maxim "Thou shalt not lie" is ignored when faced with a trained sales killer! Perhaps there isn't malicious lying, but misleading the salesperson is clearly the first step in the time held tradition of the "Buyer Seller Dance".
Business owners realize that in building a good company they need to foster the skills to 'sel' themselves and their vision to comsumers. Is it possible to sell the vision without invoking the dance of deception? There is a method - it is non-intuitive and may even challange your beliefs. Learning this method is not easy, requires a serious time commitment and is a bit dangerous. This endeavor shouldn't be taken lightly.
First: Make a plan for your success
Traveling necessitates a clear map of the road. Reaching lasting change also requires a map. A well thought out and recorded road map that has starting goals and a way to keep tabs on progress. Company leaders often have a marketing and business plan, but too often they remain unused on the shelf. To create lasting change you need a road map that contains both accountability and commitment.
To be successful, a plan must be built from the flames of desire and cleansed in the crucible of commitment. Commitment is the will power to stay until the very end. Without this power, the best plans are lost at the first trouble. Napoleon Hill said it best: "Whatever you can vividly imagine, ardently desire, and enthusiastically act upon...must inevitably come to pass!"
Second Step: Commit to Change
Your earning capacity is set by what you accept as true. The beliefs you have concerning money directly impact your ability to help others. Adopt an attitude of abundance. Be comfortable helping prospects talk about money and you will unconsciously overcome a great obstacle to your success.
In order to change: Fix your Buy Cycle
Your style of determining what you send your money on will change how you present and sell products. Are you constantly shopping around, analyzing a purchase for days and 'thinking it over' instead of making a decision? If you do these things, you will see them done by your clients and have no way to help them get past these hangups. Change your buy cycle and you will change your sales process.
Second step for Change: Rewrite Your Self-limiting Record Collections
It is common to have repeating thoughts that occupy your mind. If you are brave and have the courage to face up to these records and change them, then you see competence in your sales!
Tendency to become Emotionally Involved
Sales super stars know how to stay devoid of the emotions of their clients and consumers. They aren't shut off though - they retain empathy to identify with the problems a client is trying to solve. They are the 3rd person outside the conversation, the master of communication.
We have all been created with a need to be accepted and loved. This is a basic human instinct that cannot be erased. However, when applied to the business world, this need can be crippling. Recognize your need for approval and get it met anywhere but work!
These daily behaviors, if they are faithfully followed, will help produce the outcome designed. Understandably, this new method of salesmanship is challenging to embrace and precarious to pursue. It takes great faith to embark on such a journey but the results can be very dramatic. There are those who are content to only take small steps and settle for 'good enough,' but settling thwarts true success. 'Great' may be just a few painful steps further.
Jim Stephens is a National Business Development Consultant for Sandler Training and it's over 200 training center worldwide. His 30 year background in starting and growing small businesses as well as twelve-year background in personal and family pastoral counseling equipped him with the practical wisdom that helps his clients excel. Jim and his wife Joan work together changing our culture one small business at a time! They can be reached at 208-429-9275 or e-mail Jim@crossroads.Sandler.com
Intrusive, invasive, slimy salesmen have been finding ways to trick us out of our money for years. In response to the fast-talking peddlers, the buyers of America have developed a defense mechanism: lying. The maxim "Thou shalt not lie" is ignored when faced with a trained sales killer! Perhaps there isn't malicious lying, but misleading the salesperson is clearly the first step in the time held tradition of the "Buyer Seller Dance".
Business owners realize that in building a good company they need to foster the skills to 'sel' themselves and their vision to comsumers. Is it possible to sell the vision without invoking the dance of deception? There is a method - it is non-intuitive and may even challange your beliefs. Learning this method is not easy, requires a serious time commitment and is a bit dangerous. This endeavor shouldn't be taken lightly.
First: Make a plan for your success
Traveling necessitates a clear map of the road. Reaching lasting change also requires a map. A well thought out and recorded road map that has starting goals and a way to keep tabs on progress. Company leaders often have a marketing and business plan, but too often they remain unused on the shelf. To create lasting change you need a road map that contains both accountability and commitment.
To be successful, a plan must be built from the flames of desire and cleansed in the crucible of commitment. Commitment is the will power to stay until the very end. Without this power, the best plans are lost at the first trouble. Napoleon Hill said it best: "Whatever you can vividly imagine, ardently desire, and enthusiastically act upon...must inevitably come to pass!"
Second Step: Commit to Change
Your earning capacity is set by what you accept as true. The beliefs you have concerning money directly impact your ability to help others. Adopt an attitude of abundance. Be comfortable helping prospects talk about money and you will unconsciously overcome a great obstacle to your success.
In order to change: Fix your Buy Cycle
Your style of determining what you send your money on will change how you present and sell products. Are you constantly shopping around, analyzing a purchase for days and 'thinking it over' instead of making a decision? If you do these things, you will see them done by your clients and have no way to help them get past these hangups. Change your buy cycle and you will change your sales process.
Second step for Change: Rewrite Your Self-limiting Record Collections
It is common to have repeating thoughts that occupy your mind. If you are brave and have the courage to face up to these records and change them, then you see competence in your sales!
Tendency to become Emotionally Involved
Sales super stars know how to stay devoid of the emotions of their clients and consumers. They aren't shut off though - they retain empathy to identify with the problems a client is trying to solve. They are the 3rd person outside the conversation, the master of communication.
We have all been created with a need to be accepted and loved. This is a basic human instinct that cannot be erased. However, when applied to the business world, this need can be crippling. Recognize your need for approval and get it met anywhere but work!
These daily behaviors, if they are faithfully followed, will help produce the outcome designed. Understandably, this new method of salesmanship is challenging to embrace and precarious to pursue. It takes great faith to embark on such a journey but the results can be very dramatic. There are those who are content to only take small steps and settle for 'good enough,' but settling thwarts true success. 'Great' may be just a few painful steps further.
Jim Stephens is a National Business Development Consultant for Sandler Training and it's over 200 training center worldwide. His 30 year background in starting and growing small businesses as well as twelve-year background in personal and family pastoral counseling equipped him with the practical wisdom that helps his clients excel. Jim and his wife Joan work together changing our culture one small business at a time! They can be reached at 208-429-9275 or e-mail Jim@crossroads.Sandler.com
About the Author:
Learn more about Sales Processes. Stop by James Stephens's site where you can find out all about Sales Solutions and what they can do for you.
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