The Importance of Belief in Sales

Are You Sold?

You spend all day helping educate your customers so they believe your product will help them…but are you sold? Do you believe?

On today’s show discover:

  • …why it’s so important to believe in what you’re selling;
  • …three ideas for strengthening your belief in your product and
  • … three ideas for strengthening your belief in yourself.  

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4 Simple Ways to Overcome “I Can’t Sell”

I Don’t Want to Be a Salesperson

I can’t tell you how many times I’ve had someone tell me “selling isn’t my job”, “I can’t sell” or “I don’t want to be a salesperson.” Funny thing is, most of them were hired as salespeople!  So why would they say “I don’t want to be a salesperson?” For many, it’s based on what they perceive a salesperson to be!

Usually, after spending some quality time talking it through, you find out they feel like a salesperson is someone who tricks a customer into buying something they don’t want. I’ll let you in on a little secret, If that were true, I wouldn’t want to sell either.  Fortunately, that’s not what sales is about.

What Being a Salesperson is Really About

Sales is about solving problems. It’s about building relationships and helping people change their lives for the better. It’s a noble profession you can be proud of when you have the right mindset.Think of a good salesperson as a guide. They get to know the customer, understand what they need, what they want and then guide them to the right product.

Often, when someone says they “can’t sell” or they “don’t want to”, it’s because they’re thinking about sales the wrong way. Change the perspective, see sales as being helpful and it changes everything.

The Sales Hunter has outlined 4 things you can do today to help overcome this feeling of “I can’t Sell”:

If you believe you can’t sell, here are the 4 things you need to do starting right now:

1. View what you do as helping others achieve their goals.

2. View each encounter you have as an ability to build a relationship.

3. Quit thinking what you need to do is have a sales presentation and start having conversations with the other person built around asking questions.

4. Never leave any conversation without having earned the right, privilege, honor and respect to meet with that person again. – Curated from http://thesaleshunter.com/4-things-you-can-do-to-overcome-the-belief-that-you-cant-sell/

Conclusion

Understand that sales is about communication, building relationships and helping people. When you change your perspective you’ll find that you can sell and more importantly you want to!

How to Make a First Impression that Boosts Sales

The Most Important Part of the Process

If you had to choose one part of the sales process to identify as the most important part what would you choose? Asking for the sale? Overcoming the objection? Discovering the customer’s needs and wants? If I had to select just one as the most important part I would say it’s customer greeting. Learning how to make a first impression that’s positive can boost your sales!  

On today’s show discover:

  • …why the first 45 seconds of your customer interaction is crucial for your sales success;
  • … why, when you’re with a customer it’s always “SHOW TIME”;
  • …and how to make a first impression that boosts sales.

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The First 45 Seconds

45 seconds for a first impressionDid you know as a human being you are capable of making snap judgments about others based solely on how they say “hello”? It’s true! In fact it takes just a fraction of a second to decide if someone is trustworthy or should be avoided.

Researchers at the University of Glasgow in Scotland recorded 64 different people reading a paragraph that included the word “hello.” They then extracted just the word hello and had another group share their impressions simply by listening to the recording.

They found that the participants largely agreed on which voice matched which personality trait. It wasn’t important whether the trait was true or not, it was more interesting to see consensus among the group. It demonstrated how people formulate opinions about others quickly from something as simple as the way they say hello.

You know all good sales are based on trust and value. Customers need to trust you, your product and your company in order to buy.

The first 45 seconds of your interaction with your customer is critical because they are going to make snap judgments about you and whether they feel they can trust you.  They’ll judge your level of education and whether or not you like your job. They’ll decide if you’re confident and if you know what you’re talking about. They’ll do all of that within the first few seconds of your conversation.

Making a great first impression doesn’t guarantee a sale but a sale is more likely when a customer forms a positive opinion of you up front. In fact, a first impression can be really hard if not impossible to reverse…perhaps that’s why they say you never get a second chance to make a first impression.

It’s Show Time

first impression it's show timeBut what about those times when you’re having a really bad day, can that impact the impression you make on your customer? Yes, it can, if you let it…. but you’re in control of the impression you make.

In every profession, whether you’re a doctor, a lawyer, a teacher or a salesperson when you’re connecting with your customer, “it’s showtime”. Show time just means that it’s time to be at your best. It doesn’t mean to be fake or insincere but it does mean that no matter what kind of day you’re having, your customer still deserves your best.

If you stepped in a muddle puddle on your way to work, or you spilled coffee on your favorite shirt you need to put it behind you so it doesn’t affect the way you greet your customer. It’s show time and time for you to make a great first impression.

You know greeting and first impressions are so important that even some REALLY BIG national stores hire people to do nothing but make sure the customer has a great first impression. Why? They know a happy shopper, who has a positive first impression, is more likely to buy.

How to Make a First Impression

It’s really easy and it should be very natural for you. With that said there are some key elements that are important in making a great first impression so let’s review those quickly.

Be Yourself

People can tell when someone is being phony. You know like that DJ voice some people like to use. You guessed it, if you seem phony the customer will not find you trustworthy and you’ll be off on a bad foot. Instead, be yourself and…

Be Sincere

When you’re sincere it shows through. When you say thank you for calling really mean it; after-all they didn’t have to call and since you can’t do your job unless they do…you should be thankful, right?

Present Yourself Professionally

You’re a professional salesperson and you should come across that way.

  • Use professional language,
  • Give all of your attention to your customer
  • Give them your name before you ask for theirs and…

Smile

Whether you do sales in person or on the phone a smile changes the tone of your voice and makes you sound more warm and inviting. People would rather talk to happy people than grumpy people.

Be Positive

Avoid talking negatively about other products, people or companies. Remember, your customer is looking for reasons to buy from you. They’re not interested in reasons why they shouldn’t buy from someone else! So instead of bashing the other guy…offer compelling evidence about your product’s unique selling points.

Be Confident

Another key component of a memorable first impression is confidence. When you project confidence customers take note and formulate a higher opinion of you and your ability to help them.  You know the product, the offers, and the sales process, you’re a trained professional, you have everything you need to be confident.

Be Enthusiastic

If there is one thing that all great salespeople have it’s enthusiasm. When you’re enthusiastic about meeting a new customer and helping them solve a problem it makes a tremendous first impression.

Ralph Waldo Emerson Said:

“Enthusiasm is one of the most powerful engines of success. When you do a thing, do it with your might. Put your whole soul into it. Stamp it with your own personality. Be active, be energetic, be enthusiastic and faithful, and you will accomplish your objective. Nothing great was ever achieved without enthusiasm.”

Today’s One Two Punch

Make a Great First Impression and Make More Sales

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No Shoes On Their Feet

The Impact Your Attitude Has on Your Sales Success

Henry Ford said “Whether you think you can or you think you can’t you’re right.”  It’s a compelling quote, because it illustrates the power your attitude has over the actions you take and their eventual outcome.

If you’ve ever heard someone say “I knew that guy wasn’t going to buy” or if you’ve said something like that yourself you may have experienced attitude’s influence on behavior first hand.

The good news is a positive attitude works the same way!

On today’s show discover:

  • …how your attitude and the attitudes of those around you can impact your behavior;
  • … where negative attitudes come from;
  • … 5 things you can do if you feel your attitude slipping away;
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Attitude and Sales Success

Your attitude and the attitudes of those around you influence the things you say, the way you say them and what you do. You may not always be aware of the effect your attitude is having on you but whether you are aware or not it is impacting everything even your sales success!

Often, the effect your attitude has can cause subtle changes in your viewpoint which can either hold you back or move you to great things. Take for example the story of two salesmen who were sent to Africa to investigate whether there was any potential to sell shoes there.

Nobody Wears Shoes

The first salesman reported back, “There is no potential here – nobody wears shoes”

The second salesman reported back, “There is massive potential here – nobody wears shoes.”

This simple story provides one of the best examples of how a single situation may be viewed in two entirely different ways – negatively or positively. Both of these salespeople were being influenced by their attitude. The first saw a problem, the second an opportunity.

Where Do Negative Attitudes Come From?

So where do negative attitudes come from and how can we see more opportunities and less problems?

Jeffrey Gitomer wrote an article called “What Influences Your Attitude”. In the article he suggests several factors that can cause a positive attitude to go south.

  1. First and foremost are the people you hang around with. It’s easy to go negative and start complaining if that’s what the group is doing.
  2. Next is your home, social and work environments. Do you like your job, how do you feel about your boss? Where do you hang out when you’re not working? Are these positive and encouraging environments?
  3. Finally your health can impact your attitude. When you’re in poor health or doing things that worsen your health it can sabotage your attitude

5 Tips for Cultivating a Winning Attitude

So now you know what can influence your attitude but what can you do to maintain a more positive outlook and realize the sales success you want?

1 ) Do What’s Right without Expecting Results

You know what to do. You know the proper techniques and process to make sales and be successful  but when you do those things expecting results every time you’ll be disappointed and that can ruin your attitude. Keep doing what’s right because you know it’s right, you won’t get results every time but over time you will.

2) Use setbacks to improve your skills.

When a customer says no, or they don’t seem to be opening up rather than feeling bad or playing the blame game look back at your actions to see what you can do to improve your performance. Taking control has a more positive impact on your attitude than feeling victimized or at the mercy of someone or something else.

3) Hang Out with Positive People

It’s a scientific fact that you’re wired to imitate the behaviors of those around you. It’s very similar to how we “mirror” customers. So hanging out with positive people will rub off on you. Think about who you’re taking breaks with, who you eat lunch with,and make sure they’re a positive influence. If they aren’t maybe it’s time to change your seat!

4) Visualize Success

When you visualize a goal, it makes you more likely to take the actions necessary to reach it. See yourself on top of the leader-board, winning the contest, or getting the promotion.

5) Take Control of Your Attitude

Change the beliefs that are limiting your success. If you find yourself thinking, “I’m having a bad day” all you’ll see are problems… “I can’t sell shoes, nobody wears shoes”

Instead…change your inner dialog and tell yourself  “I’m having a great day!”…when you do, the problems become opportunities. “nobody wears shoes, I can sell tons of shoes”

You are in control, you can change your attitude, your behavior and your results!

Today’s One Two Punch:

Maintain a positive attitude to seize more opportunities

Ways to subscribe to The K.O. Sales Coach

If you liked this episode please head on over to iTunes and kindly leave us a rating, a review and subscribe!

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