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Hello all,
people have been asking me about selling and growing their
business, which is what I cover in my Monday classes... "Boost
Your Sales" ... so for the second newsletter of each month, I
will cover how to grow sales....
Today,
I was working on the road with a
salesperson, who during the call, obviously forgot what
selling was all about. Selling is about the customer or
prospect. The prospect spoke
slowly and softly, the sales person was loud and mostly
concerned with telling the prospect about his company. Gently,
I was able to help the salesperson, by "stepping on his
lines." I interrupted the salesperson... and softly, I asked
the prospect to tell me what he was looking for and what was
on his mind when he gave Mike (not his real name) the
appointment. The prospect gladly filled us in on his interest
and why he did set the appointment. I succeeded in slowing the
salesperson down by interrupting. Why do salespeople and
business people forget that selling is not about them? We get
attached to outcomes. It starts as soon as we get an
appointment. We might think "I could sure use this sale" or
"this one would look nice on this month's numbers." Once
attached to an outcome, we put additional pressure on the
prospect, we work from our head and not our body and we miss
key clues that prospects give us with tone of voice, their
body language and their words. We are focused on us and not
the prospect when we are in our heads and attached to the
outcome.
How do we stay detached,
especially when the budget or the monthly overhead or the boss
is seemingly pressing in upon us?
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Keep the faith.
Our world forms around our predominant thoughts and emotions.
If you feel like you can't win, if you
walk around feeling defeated, you
are. Use affirmations. Visualize your goal. See people shaking
your hand, see signed contracts in your mind. See some of the
results of your success. See your success and feel what it
feels like to be a success. Never succumb to the negative and
what that kind of thinking will bring. Remember, you are
always planting a future harvest with your thoughts, words and
actions. Stay positive and see it in your minds eye and match
your words with success. Focus on solutions and not problems.
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Actions. Spend
some quiet time each morning,
asking your Higher Power, whatever that is for you... (for me
it is God and Universal Mind), to guide you and inspire you.
Next, get going and act on what comes to you. Wayne Dyer says
that everything in this Universe comes from "no where to now
here." When you get a thought that comes out of No Where...
act on it... Follow your intuition. Intuition is Divine
Guidance... For me it works every time. Who wouldn't want a
Divine Senior Business Partner?
Your job is action... be sure you are in action... not stuck
somewhere in the "needy mode" attached to outcomes that have
you almost begging for the business. Believe me,
I have been there many times in
my thirty plus years of selling and it does not work.
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Start with the end mind
and know your ideal prospect and
customer. Do not settle
for less than the best of the best. Know what your income goal
is and add a figure to it that is beyond your "wildest
imagination." Remember, miracles happen all the time in a
Universe. Get excited and feel the excitement of achieving it.
Know clearly what and who you would say "no" to. Know who is
not a fit.
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On the next call,
tell the prospect before you start that "you are here to help
them make a buying decision and not to sell them anything."
Ask if, at anytime, you feel that you are not a fit, would
they mind saying, XXXX, sorry, you are not going to be a fit
for us and then ask, how would they feel if you came to that
conclusion, that "you may not be a fit for us"... what if you
said that? You will hear yourself say that you may say no to
them and it prepares you for the no that they might give you.
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Now ask questions,
that you have prepared before the call,
that help you BOTH determine if you are a fit for each
other. No one can sell everyone
and many customers are not a fit for us. Have you ever done
business with someone that was not a fit? If so, you know what
I am talking about... it is a nightmare. When your prospect is
answering the questions, notice how they are sitting and
speaking. Listen to the words they use. Match and Mirror them.
Relax as they are speaking, as you are now helping them buy
and not selling. This is less pressure for both of you. Much
more enjoyable. Notice what you are feeling and find a way to
say it... trust those feelings... If you feel afraid at any
point remember FEAR Facing "Enormous" Adversity Realistically.
Just move into the fear and bring up what your biggest fears
are...
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Money is a
reflection of how you are in a relationship.
If money is tight and tightening... you are tight in your
relationships... you are hanging onto bills a little longer
before you mail them. You stopped being generous with your
tips, you cut back on your sales commissions to your sales
staff... you stopped enrolling in new programs because you
decided "I can't afford it"... if you tightened up, so does
your money. Look at where you are tightening and loosen up a
bit. Remember, what goes around, comes around. I noticed a few
weeks ago, that I was thinking of cutting back on a program I
was enrolled in... "I'll pay a bill with the money"... I
noticed that I held onto a few bills a little while before I
made them out... well, as soon as I woke up and realized it. I
re-enrolled in the program and I immediately paid the bills
and I decided it was time to increase my tithe... I increased
my tithe checks by 1/3... soon after, money started flowing in
and new sales occurred... I had changed my mind set from "not
enough money" to PLENTY OF MONEY... AND SOON THAT IS WHAT
HAPPENED.
For help
with sales, feel free to visit our
Monday evening class from 4:00 pm until 6:15 pm, the next few
weeks are scheduled as follows: 5/22, 6/5, 6/19, 7/17 and
7/31..... we won't hard sell you, after all, you may not be a
fit...
I am also
starting a Monday "early bird"
class, from 7:00 am until 9:00 am...
Please e-mail me
with any comments or call me with
any questions. If you know someone who could receive this
newsletter, e-mail me or call me with their information or
simply forward them a copy of this email...
Thanks to all,
I am grateful..... Steve |
