This week, we have focused our attention on sales basics. We discussed sales prospecting, presentations, sales questions and even the sale that possibly goes wrong. Although yesterday’s segment was scheduled to be the last in this series, I’ve received a number of emails and comments throughout the week basically asking the same thing, “what do you think is wrong with my salespeople?” Well, here’s an article from our archives that may best address this question. Again, realize this applies regardless of what you may be selling. After all, successful sales are based upon fundamentals!
Nothing Happens Without a Sale!
Dedicating our efforts to the latest technology is essential to leading the field in any industry. However, we must not lose sight of the basics. Just as a professional baseball player practices and drills on the basics, especially when in a slump, entrepreneurs must review and stress the basics of business. And nothing is so basic to business as sales. In fact, nothing happens in business without a sale!
With this in mind, I will take you back to the very fundamental aspects of sales from the perspective of you being the one making the sale. Share the same with your salespeople in your organization and you’ll be pleasantly surprised at how getting back to basics improves your team’s results.
On a very basic level, there are five ingredients needed to create a sale:
The salesperson. The qualified prospect. A need or want that the prospect has. The product or service. The selling strategy or procedure you follow that guides a prospect to the natural conclusion of the selling process, the sale.
While many salespeople would say the selling process is about the customer, they wind up making it about themselves. Think about all the fears or reluctance you may experience when it comes to cold calling or selling. I don’t want to say the wrong thing. I don’t want to look bad. I don’t want to be a nuisance. I don’t want to impose. I don’t want to be rejected or hear no. I don’t want to blow it! I, I, I, I, I!
Look at the first word that begins each statement above. Making the selling and cold calling process about you is the number one roadblock to successful prospecting and the number one cause of cold calling reluctance. Instead of making the selling process about you and how much you can gain if you sell, make it about the prospect and how much value you can deliver to them.
If you are experiencing any fear or resistance to prospecting, look at who you’re making the selling process about. Chances are, you’re making it about you! Once you shift your focus and energy towards making it about the prospect, it will immediately relieve you of the unnecessary pressure to look good and perform.
On another note… Winners or Losers: Choices are Made Everyday
The Winner is always part of the answer; The Loser is always part of the problem.
The Winner always has a program; The Loser always has an excuse.
The Winner says, “Let me do it for you”; The Loser says, “That is not my job.”
The Winner sees an answer for every problem; The Loser sees a problem for every answer.
The Winner says,” It may be difficult, but it is possible”; The Loser says,” It may be possible, but it is too difficult.”
When a Winner makes a mistake, they say,” I was wrong”; When a Loser makes a mistake, they say,” It wasn’t my fault.”
A Winner makes commitments; A Loser makes promises.
Winners have dreams; Losers have schemes.
Winners say,” I must do something”; Losers say, “Something must be done.”
Winners are a part of the team; Losers are apart from the team.
Winners see the gain; Losers see the pain.
Winners see possibilities; Losers see problems.
Winners believe in win/win; Losers believe for them to win someone has to lose.
Winners see the potential; Losers see the past.
Winners are like a thermostat; Losers are like thermometers.
Winners choose what they say, Losers say what they choose.
Winners use hard arguments, but soft words; Losers use soft arguments, but hard words.
Winners stand firm on values, but compromise on petty things; Losers stand firm on petty things, but compromise on values.
Winners follow the philosophy of empathy: “Don’t do to others what you would not want them to do to you”; Losers follow the philosophy, “Do it to others before they do it to you.”
Winners make it happen; Losers let it happen.
~ Author Unknown.
Have a great day. Make it happen. Make it count!