I’ve been interviewing our students lately to find out why their sales results are exploding. In a recent class, three students in widely varying industries reported sales increases of 88%, 92% and 200% respectively over the past year. Read on to find out what they told me were the secret to their success.
In our classes we teach a process called Sales Magnetism in which students learn to take all of the pressure out of the selling process. That means that they do not exert pressure on the prospect to buy at any point and they also do not put pressure on themselves to close the deal.
Over the course of the classes students have worked hard to eliminate the language and thought processes they had learned that inserted subtle pressure into their prospect relationships. They began to look at prospecting not as a process of finding sales but as a process of finding the truth. If the truth is that working together with the prospect is a true win-win then the sale happens. If the truth is that working together would not be the best option for either the prospect of the salesperson then the sale doesn’t happen.
What each of my students found out when they internalized this mindset and really began implementing is was that their relationships started to strengthen, their prospects trusted them on a much deeper level and people actually started asking to buy rather than being sold.
Said one student, “I finally backed off and stopped caring whether any individual prospect bought from me. I now have faith that there are plenty of other prospects out there and I don’t worry about any one in particular. This allows me to really listen for the truth instead of the sale. As a result I hear things I never heard before and my prospects notice. I’m getting calls back from people I met with previously and my sales have doubled. Best of all, I’m not stressed anymore about money or work and I’m going to get rid of all my debt this year!”
Another student put it this way, “When I actually shut up and stopped worrying about my agenda and really, truly focused on my prospect I connected on a much deeper level. I tripled my business, which is great, but best of all I only work with people I really like now. Because business is now coming to me, I have the confidence to turn away sales that don’t feel right”.
The lesson here is to look deep inside yourself and find the faith in your abilities and your product or service. Once you stop trying to sell people and allow them the time and space to make good decisions and buy from you, you’ll have more business that you ever dreamed.
As we always say, “It’s not that rich people don’t worry about money because they have so much of it. They have so much of it because they don’t worry about it”.
If I Were A Rich Man - To learn more about this author, visit Laura Posey's Website.
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