Sales just might be the most feared of all professions there are. Whether you are fearful of the aggressive, overbearing and totally unprofessional sales person or you are fearful to become that sales person...or maybe your fear both!
It's interesting, I have been a professional sales consultant my whole adult life. One of the most frequent questions I get is How do you do what you do?...I could Never do what you do, I could Never be a sales person. This statement is said not with great disdain, so I don't think that I should necessarily be offended by their comment, but my response to them is always a two parter...Well, if you think that you can't be a sales person, then guess what.. You can't...and then I ask, but Why do you feel that way?
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I have found that for most people, the negative feelings surrounding sales is really about the number one fear there is. No, not spiders or snakes (although snakes is my # 1 fear!!) The reason they say they could never do sales is not because they are not capable of being a professional sales consultant, it is because they are afraid of the rejection that they comprehend sales brings. Most citizen are afraid of the word No and they are afraid of the conception of Rejection.
So, let's talk about the word No and the feeling of rejection, put it into context and move on to becoming a dreadful sales consultant. Once I share with you the Seven Secrets to Selling and you truly understand what the word No really means, there will be no stopping you to being the best sales professional in your company.
Early in my sales vocation I had a phenomenal mentor and one of the first things he did was sit down with me and talk about the words No and Rejection. He knew, like I now know, that this feeling of rejection is the maker and the breaker in ones' professional sales career. What he taught me never left me and to this day, I never feel rejected in my sales career.
So, what do we do as professional sales consultants; we sell products and services to those citizen who need and/or want our products and services. It is really as straightforward as that. We sell Solutions to people's perceived Problems. If they don't have a qoute or a need, there really is minuscule reason for our solution, right?
Why do citizen by Band-Aids? Not because they are so cool to have in the closet. citizen buy Band-Aids because they need to safe a scratch or a cut. Take the weight loss industry. citizen buy shakes and pills not necessarily because they taste dreadful and that they are overly favorable to have around, but because by using these products, they are hoping to become thin and be able to fit into the a gorgeous dress for their 10 year college reunion.
Sales citizen sell Solutions to citizen Problems. But the challenge to this equation is timing. Not always are we presenting the accurate solution to the accurate hope at the accurate time. That is when the word no comes out and the feelings of rejection start to build. But reconsider this..No doesn't mean No forever. On average..it takes Eight No's to turn into a yes. When you hear No, what your hope really means is that No..Not at this time. It is all about the timing. They may not want your solution to their qoute when you are speaking to them. They may not be able to afford your solution to their qoute at the time you are speaking with them, they many not think that their qoute is big enough at the time of your conversation. There could be a million reasons why your hope said no, at the time of your conversation, but None of the reasons for being told No are personally because of you. They are saying No to the timing, not to you and many times not to your goods or service. There is really no reason why you should feel rejected by their inability to say yes at that particular time. The qoute is them and the timing...Not You. Doesn't it feel great to comprehend that the No's that you have been receiving are Not because of you?
Where so many sales reps fail is when they hear that dreaded word No, they say Ok, put their tail behind their legs and walk away, never to be heard from again to that prospective customer. I'm screaming to you; don't be that sales rep. You will lose out on so much business, and it will maybe be the biggest reason why you will not be the superstar that you have every right to be.
Now, I am not saying to stalk your prospect, to become insulting to them, or to badger them until you finally wear them down. This is why the profession of sales has such a negative connotation. However, you want to gently, subtly, but consistently remind them that you are out there and are ready to serve them whenever they are ready. This can be done through many dissimilar kinds of media today; crafting letters, e/mails, faxes, phone calls to name a few. If there is something new about your goods that your prospective customer should know, send them an modernize and then result up with a cordial phone call.
Other ways to be in front of prospects without giving them the feeling that you are going to pounce on them like a hungry lion is furnish them with data that might be useful for them, but is related with your product. For example, say you are selling a goods that helps citizen with their carpal tunnel syndrome. Your hope has told you no... (Not right now) You can keep in touch with them by sending them articles from healing trade journals about carpal tunnel syndrome, you can send studies that your business does on your product, and there are reports done by the government that might be an lively read for your hope to understand their health better. You are sending them educational material to help them with their decision when the timing is right for them to finally say Yes to You . Can you see the power of what you are doing? You are becoming their friend..their scholar to what their problems are. You are becoming their solution, not just your product.
I have had citizen call me back up to a year later telling me that they are finally ready to buy from me!! The timing is right for them and we move transmit effortlessly. They didn't feel sold from me holding in touch with them; they didn't feel pressured every time we had a conversation. I just continued to feed them pieces of data on a periodic basis so they wouldn't forget about me. I continued to give them pertinent and lively updates on the company, on improvements to my product, and data in normal that I conception might help them understand their qoute a bit better.
The assosication and how you set up this result up will be left to other article. assosication is a topic unto it's self..so be on the look in future issues. I promise that I will help you with that as well.
So, now that you great understand the words No and Rejection, and you comprehend it isn't You that they are saying no to, it regularly isn't your product, it is because of the timing and them..we can move on to the Seven Secrets to flourishing Selling!!!
Before I go on to the first Secret..I am going to fill you in on the biggest private of all....There are no real secrets to selling!!
The Secrets that I am about to share with you are just the basic steps that successful, professional salespeople and entrepreneurs have been development their daily Moo (Methods Of Operation) for centuries. The following Secrets are the attributes of High Achievers..and everybody can embrace them. They aren't difficult to execute, you simply need to make them a daily practice. Once you do, all and I mean all can and will be yours.
Secret One:
Believe That You Can. You Must have the mental attitude for success. You must truly believe that you are as capable for success as the next person. You must have the reliance and the reliance that you and your products or services are the very best. If you do not believe that from the very core of your sole..find something else to sell. If you do not believe that your goods is the solution to people's problems, your doubt will come over to your prospective customer the instant you start to have dialogue. There are a few things to help you on this quest.
First, you need to be the master, and be the scholar of your product. You must learn your goods inside and out. When you do, you will have really no fear in talking about your product. Learn your goods and how it can advantage your hope like you know the stats of your popular baseball team, or the ingredients of your popular recipe. You should be able to talk about your product/service in your sleep. This is what makes the top sales people..the top sales people. They are the experts in their field and prospects see them as such.
Many years back I had my each year reveal with my sales manager and the Vp of Sales. My numbers were good enough to be in the top ten of the company, but what they really loved about my carrying out was that I was one of the top experts of my goods in the company. I knew my products inside out and my customers knew that I did. They viewed me as the scholar and that is why they constantly ordered from me time and time again. The key is knowing and owning your products.
You must also have reliance in your company. Your business is the assosication that should be supporting you in all of your endeavors. Again, if you do not have the reliance that your business is standing behind you in all that you do, that doubt will be portrayed to your prospect. Many times, citizen want to see the whole package. That you, the goods and the business are going to be around to assistance and withhold them for a long time. Learn who the top management is in your company. If you have the opportunity, speak with them on occasion. Learn the financials of your company. Learn as many details about your business as possible. This doesn't mean that you are going to make it part of your sales presentation, but knowing this data gives you the reliance in your business and therefore in yourself. It is all about gaining the reliance in your products, your business and in yourself.
Does this take time and a bit of effort? Of course it does. Sales, while not difficult, is a discipline and with discipline takes some studying and studying. Do this upfront and you will then have the key to unlimited earning potential.
Secret Two:
Have the right associations. How flourishing are the citizen that you connect with? Who you hang around is who you likely will become. Knowing this, why wouldn't you hang around with citizen who you aspire to be? Hang out with flourishing people. Network where their best prospects and customers go. Join the right local associations. Position yourself for success. Most importantly, have at least one mentor. I have several. You don't have to personally know your mentor although if you can find a mentor locally, all the better. You can mentor with experts through going to their seminars and following their writings and on line courses. You can mentor with citizen through discrete mastermind groups; you can even mentor with citizen through discrete chat rooms that are out on the internet. Regardless, you need to find a mentor that is going to help you through the peaks and valleys that sales can bring. Your mentor can be a great sounding board to ideas that you might want to launch. And, your mentor should be person you aspire to be.
Secret Three:
Plan for your day. When you plan for your day..you plan for your success. I cannot stress to you how important it is for you to plan for each and every day. If you don't, you will get to your office, not really know what you are going to do for the day, make a bunch of busy work for yourself, take no real operation in your business and before you know it, it's time for dinner. I see this scenario happen over and over again.
Get yourself a Palm Pilot or something similar. Most systems have a To Do list built into their software. Start there. In one category, write down all of the actions you need to take for your business that day. Write down all that you can think of. If you need to take an operation or result up with something a week from now, make note of it and mark it for that particular day. Make sure that you write down all of the citizen you need to call and result up with. You should make other kind for your personal To Do List as well. In creating these To Do lists, you can then see, each day, exactly the operation steps that you need to take on any given day. I print out my to do lists and take them with me throughout the day, so I know that I am accomplishing all that I need to do on any given day.
As you halt up one task, then delete it. I love deleting my terminated items immediately because I feel like have terminated something, plus I like finding that my list is getting smaller and smaller. If you are a person that doesn't know where to start with their list., pick your top 3 items that you put off doing for as long as inherent and do them first. When you get those tasks out of the way, the rest of your day goes more smoothly, and you're not constantly mental in the back of your mind about the tasks that are probably you're most important things to do, but for anything reason, you put them off.
Also, if you have absolute deadlines, you need to make sure that those tasks are terminated before anything else. Do not be a procrastinator! It only gets you in issue when you are trying to juggle so many projects at one time. Just take action, faultless the task and move on. You will feel so much great about yourself and your ability to get your actions steps done. And because you are constantly taking action, you are working yourself and your business into an incredibly flourishing enterprise.
Some days you may have a few items that you just did not have the time to get to. Don't get overwhelmed by that. Life happens and there are times when you just don't get all you hoped to get terminated in a given day, completed. Mark them for your To Do list tomorrow and make that task a top priority.
Finally, as you are cleaning up your desk, ready to stop work for the evening, take a look at what your To Do List is going to look like tomorrow. By doing this it prepares you for how busy your day might be and you can start to think about how you might want to fabricate your priorities. But more importantly, if you look at your To Do List before you retire for the evening, those thoughts will be with you and you can subconsciously think about the actions that you are going to take for tomorrow. I find this especially useful when I am writing or doing something that I need some inspiration. Many times going to bed with that conception or request on how to do something helps me subconsciously come up with solutions to the questions I might have.
Plan for Success..Go now and set up your plan schedule. It will keep you get and keep organized (another topic for other day!) and you will never again be at a loss for what to do when you begin your day.
Secret Four:
Take responsibility of your own actions. It is right out of the Secret, and The Law Of Attraction. all that happens in your life is a direct result of your thoughts and actions. If you think negatively about a situation, then negative results will start to pop up in your life. You cannot blame person else for your thoughts. You have faultless and utter operate over all of your thoughts. Take responsibility for those thoughts. Make your thoughts town only around the positive. Once you start to couple only obvious thoughts in to your daily routine, you will be amazed at what you will start to attract into your life.
Don't blame others for situations that happen to you. Take responsibility for your actions and your decisions. You have no operate over anything else but yourself. You have no operate if person you work with did not faultless their measure of scheme by deadline. You have no operate if person cuts you off at an intersection. But, you Do have operate on how you cope those situations. cope them positively. What will handling them negatively result to you? More negativity?
If you are not taking responsibility for all that you do, you might ask yourself if there is anything that you fear by taking responsibility. Why would you not be willing to take full responsibility for every aspect of your life? Think about that request for a while if you are blaming other citizen for situations in your life.
Successful citizen take responsibility for all they do and all that happens to them. Taking responsibility gives you the power for success at any level.
Secret Five:
Take Action. Don't judge each day by the harvest you reap, but by the seeds you plant.
Robert Louis Stevenson, 1850-1895; Essayist, Poet and Novelist.
Do you think that farmers automatically have a huge and profitable harvest? Do you think that Bill Gates just woke up one morning and was the richest man in the United States? What about Oprah Winfrey? She was not born into money, fame and power...just the opposite as a matter of fact. Why, then, should you expect to be any different?
Everyone has to sow seeds. everybody has to take Action. Granted, some of us have a minuscule bit more planting before we can reap the rewards of our efforts, but if you take persistent, consistent, daily Action, I promise you, you will reap anything harvest that you desire.
Life and its grand rewards are all about the seeds you sow each and every day, the operation that you take each and every day. But, the key is to plant your seeds and take your deliberate action..each day. If you are one to plant your seeds and take operation only periodically, then don't expect your harvest to be abundant. You need to plant your seeds and cultivate your seeds consistently, persistently..each and every day if possible; if you are finding for a huge and profitable harvest at the end of season.
My challenge to you Today is for you to go out and plant your seeds, then cultivate those seeds each and every day. You will be amazed at the harvest that you will ultimately reap...
May you reap exactly what you sow.
Secret Six:
Be willing to take risks. This is an incredibly crucial to your success. No risk; no reward, as the saying goes. Keep in mind, however, taking risks doesn't necessarily have to be risky. Read that statement again, taking risks doesn't necessarily have to be risky. Do your due diligence in decisions that you are making. Make sure that you are educated in what you want to do. By doing your due diligence and becoming educated in anything you are about to embrace, this then gives you the reliance to know that you are development the accurate decision for you. You have all of the data in front of you to make the most informed and educated decision that you can.
When most citizen get stuck and then they play the blame game (Secret number Four) and claim that they have been scammed once again, is when they haven't done their due diligence. They haven't done their explore for a particular occasion or situation. If you haven't been educated, done your explore and done your due diligence, why would you expect a obvious outcome? Taking some risk is the principal for success, but when you have all of the data sitting right in front of you because of your research; the risks that you do take are not all that risky. Go, be prepared, take your educated risks and become incredibly successful.
Secret Seven:
Stick to It until you succeed. Most citizen finally fail because they quit too soon. Set your goals and commit to taking consistent and persistent operation each and every day. If you do this each and every day and not quit when the going gets a bit tough..in the end I promise that you will succeed.
Post your goals both short term and long term and stay focused on your dreams until they become your reality. Do not let yourself take diversions to your goals and do not quit. When the temptation is there for you to hang up the towel, ask yourself "What if..." What if you hadn't quit, would your business be that huge success that you had planned for? What if you hadn't quit, would I have been able to retire early? What if you hadn't quit, would you still be at that Job that you really hate? You never want to live by "What If's," so don't. Stick with it and in the end you will see an phenomenal rainbow that was build just for you.
So, that is it. The Seven Secrets In Selling, as I see them. Pretty simple, don't you think? So why isn't everybody incredibly rich and successful? It is really phenomenal to me how very few citizen are willing to go out, put forth the endeavor required to scholar these secrets, and take the operation to get from where they are to where they want to be. Don't be that person. Go out and scholar each one of these secrets. Execute the straightforward daily self disciplines each and every day, and the levels of success to you will be astounding.
Don't Let the Fear of Selling Stop You - Here Are 7 Secrets to prosperous SellingThanks To : Footwear Golf
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