Increase Emotional Bank Account and Win More Sales
Increase Emotional Bank Account and Win More Sales
Did your excuse withdrawals, no I mean your thoughts, turn to:
1. Bad economy
2. Bad time of the year?
3. My prices are too high?
Years ago I read about some salesmen in the late 190's selling electric generators to farmers who still did not have electricity. Now is the time to stop the withdrawals and explore why you must add to your emotional bank account.
One of my clients is shared with me that she determined that her daughter needed to attend a private military school which would cost her $100,000. As a widowed and consequently single mother, she wanted to give her daughter the necessary self leadership skills to be successful in life. The local school, even though good, would not help her daughter. So, she quit her job, applied for a potentially high paying commission based sales job that she truly did not have the experience, but her emotional determination allowed her to be successful. She then went on to earn a salary 3 times her past one and achieve her goal.
What this client did was to add to her emotional bank account. She kept adding emotional reasons why her daughter needed this expensive education. And yes, now 10 years later, she said the investment was well worth it.
Human beings are emotional creatures. They buy because of the desire, the want and justify the purchase because of the need. The automobile industry is one of the best examples. A no thrill, plain car gets you from point A to point B just as well as a luxury one. Yet, if people only bought from a needs prospective, luxury cars would not be sold.
Many sales people understand that they must emotionalize the sales process for their prospective customer, but fail to emotional the same process for themselves. If truly want to increase sales, then build up your own emotional bank account. Your emotional bank account will hold all the reasons for securing the gain to increase sales and avoiding the pain if you do not win more sales. Sales Coaching Tip: If you sales coach does not have a process to help you emotionalize the whys of your behavior and you are not getting the results fast enough, you may wish to talk with him or her.
Take a piece of paper and fold it down the middle (vertically). On the left side list all the "why pains" for not realizing your goal to increase sales while on the right side list all the "why gains" for achieving your goal. Then start writing. Make no judgments if what you write sounds silly. This is for you and only you.
I have one executive sales coaching client who literally had to list at least 20 items in both columns before taking action. However, once he did embrace this process to emotionalize his behaviors, he doubled (17% new growth) his historical average sales growth percentage (7-8% annual growth) and has maintained that growth for 5 years.
Finally, keep your withdrawals (excuses for not winning more sales) to a minimum. Negative emotions can quickly deplete your bank account. Please note, an excuse is different than a "why pain."
Remember, sales is an emotional process for both the buyer and seller. Keep your emotional bank account strong and you will increase sales.
Increase Emotional Bank Account and Win More Sales - To learn more about this author, visit Leanne Hoagland-Smith's Website.
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Are you wanting more sales? Most professional sales persons will answer Of course and may be thinking “What a stupid question?” So why are your sales not where you want them to be?
Did your excuse withdrawals, no I mean your thoughts, turn to:
1. Bad economy
2. Bad time of the year?
3. My prices are too high?
Years ago I read about some salesmen in the late 190's selling electric generators to farmers who still did not have electricity. Now is the time to stop the withdrawals and explore why you must add to your emotional bank account.
One of my clients is shared with me that she determined that her daughter needed to attend a private military school which would cost her $100,000. As a widowed and consequently single mother, she wanted to give her daughter the necessary self leadership skills to be successful in life. The local school, even though good, would not help her daughter. So, she quit her job, applied for a potentially high paying commission based sales job that she truly did not have the experience, but her emotional determination allowed her to be successful. She then went on to earn a salary 3 times her past one and achieve her goal.
What this client did was to add to her emotional bank account. She kept adding emotional reasons why her daughter needed this expensive education. And yes, now 10 years later, she said the investment was well worth it.
Human beings are emotional creatures. They buy because of the desire, the want and justify the purchase because of the need. The automobile industry is one of the best examples. A no thrill, plain car gets you from point A to point B just as well as a luxury one. Yet, if people only bought from a needs prospective, luxury cars would not be sold.
Many sales people understand that they must emotionalize the sales process for their prospective customer, but fail to emotional the same process for themselves. If truly want to increase sales, then build up your own emotional bank account. Your emotional bank account will hold all the reasons for securing the gain to increase sales and avoiding the pain if you do not win more sales. Sales Coaching Tip: If you sales coach does not have a process to help you emotionalize the whys of your behavior and you are not getting the results fast enough, you may wish to talk with him or her.
Take a piece of paper and fold it down the middle (vertically). On the left side list all the "why pains" for not realizing your goal to increase sales while on the right side list all the "why gains" for achieving your goal. Then start writing. Make no judgments if what you write sounds silly. This is for you and only you.
I have one executive sales coaching client who literally had to list at least 20 items in both columns before taking action. However, once he did embrace this process to emotionalize his behaviors, he doubled (17% new growth) his historical average sales growth percentage (7-8% annual growth) and has maintained that growth for 5 years.
Finally, keep your withdrawals (excuses for not winning more sales) to a minimum. Negative emotions can quickly deplete your bank account. Please note, an excuse is different than a "why pain."
Remember, sales is an emotional process for both the buyer and seller. Keep your emotional bank account strong and you will increase sales.
Increase Emotional Bank Account and Win More Sales - To learn more about this author, visit Leanne Hoagland-Smith's Website.
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
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Cheryl MatthynssensCheryl is a life skills coach, licensed Chemical Dependency Counselor and a 20 year entrepreneur. Cheryl's dedication to achieving a life of balance led to her expanding her teaching from the simple managing of life's daily challenges to adding financial well being as well. A direct marketer with DrinkACT, she is gaining ground in the online community with her concepts of making sure business owners, entreprenuers and employees have well rounded life styles. She opened up a small affiliate site - The Balance Guide- to help others find resources for mental and emotional well being. Visit Cheryl's blog to see more of the diversity beyond business she has began offering online at www.thebalanceguide.blogspot.com - Visit Cheryl Matthynssens's Website |
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