A New Way to Sell
Salesmen have been creating new ways to scam us out of cash for years. To combat this, the consumers of America have learned to defend themselves: lying. The rule: "Thou shalt not lie" is not applicable when dealing with the sales team. Maybe they are not intendng to mislead and hurt, but creating illusions is step one in the traditional "Buyer Seller Dance".
Every leader realizes that if they are going to build a successful business, organization, community, or congregation, they must develop the skills needed to 'sell' themselves and their vision to others. How do you sell your ideas without triggering the misleading dance of deception? There is a method that is counter to tradition and may go against some of what you may have come to believe is true. Learning this method requires altering what you believe. Re-writing your beliefs is difficult, time consuming, and fraught with risk. The task shouldn't be taken lightly.
First: Make a plan for your success
Each trip needs a road map. The road to change is the same. You must have a concrete plan that is recorded on paper - it needs benchmarks and a system to track the progress. Top business owners often have a business plan and a marketing plan. The trouble is once the plans are complete, they are filed and forgotten. What keep keeps these plans from working is they don't have accountability or commitment.
To be able to follow the road map, you must have keen desire and great commitment. Commitment is the ability to doggedly keep focused until the very end. Without it, your best plans are sidetracked my every obstacle. Napoleon Hill explained it like this: "Whatever you can vividly imagine, ardently desire, and enthusiastically act upon...must inevitably come to pass!"
Second: 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.
Fist step for change: Change 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
Records are thoughts that occupy your mind. If you have the courage to face and then kick out the wrong thinking, and then re-write what you believe, you will start to see unconscious competence in your sales abilities!
Tendency to become Emotionally Involved
The top salespeople have trained themselves to not get wrapped up in the prospects emotional turmoil. They maintain empathy to help solve the problems and identify with the client, but they stay emotionally detached. It is as if they are a 3rd person, outside the conversation but managing the 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
Salesmen have been creating new ways to scam us out of cash for years. To combat this, the consumers of America have learned to defend themselves: lying. The rule: "Thou shalt not lie" is not applicable when dealing with the sales team. Maybe they are not intendng to mislead and hurt, but creating illusions is step one in the traditional "Buyer Seller Dance".
Every leader realizes that if they are going to build a successful business, organization, community, or congregation, they must develop the skills needed to 'sell' themselves and their vision to others. How do you sell your ideas without triggering the misleading dance of deception? There is a method that is counter to tradition and may go against some of what you may have come to believe is true. Learning this method requires altering what you believe. Re-writing your beliefs is difficult, time consuming, and fraught with risk. The task shouldn't be taken lightly.
First: Make a plan for your success
Each trip needs a road map. The road to change is the same. You must have a concrete plan that is recorded on paper - it needs benchmarks and a system to track the progress. Top business owners often have a business plan and a marketing plan. The trouble is once the plans are complete, they are filed and forgotten. What keep keeps these plans from working is they don't have accountability or commitment.
To be able to follow the road map, you must have keen desire and great commitment. Commitment is the ability to doggedly keep focused until the very end. Without it, your best plans are sidetracked my every obstacle. Napoleon Hill explained it like this: "Whatever you can vividly imagine, ardently desire, and enthusiastically act upon...must inevitably come to pass!"
Second: 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.
Fist step for change: Change 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
Records are thoughts that occupy your mind. If you have the courage to face and then kick out the wrong thinking, and then re-write what you believe, you will start to see unconscious competence in your sales abilities!
Tendency to become Emotionally Involved
The top salespeople have trained themselves to not get wrapped up in the prospects emotional turmoil. They maintain empathy to help solve the problems and identify with the client, but they stay emotionally detached. It is as if they are a 3rd person, outside the conversation but managing the 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
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Want to find out more about Creating Lasting Change, then visit James Stephens' site on how to choose the best great Sales Solutioins for your needs.
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