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It Ain't About You by Keith Rosen, MCC

Written by: Keith Rosen

Article Overview: It takes more than what you do to become a sales champion.

It Ain't About You by Keith Rosen, MCC

On a very basic level, there are five ingredients needed to create a sale:

1. The salesperson.
2. The qualified prospect.
3. A need or want that the prospect has.
4. The product or service.
5. 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.

How do I know this? Look at some of the limiting beliefs that contribute to cold calling reluctance that we mentioned earlier.
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.

You are either making the selling process about you and how much you can gain (money, sales, status, and so on), your fear of rejection, looking bad, or hearing "No," or you're making it about the prospect and how much value you can deliver to them. Now, the cold calling process is no longer focused on the salesperson's negative assumptions or fears but on the prospect and the advantages that your product can provide them.

After all, if you are making the sale about you and are concerned about your performance, then how are you ever going to capture their interest when all of your energy, concentration and attention is being directed on to you rather than focused on the prospect?

Make the selling process about the prospect and the value you can deliver rather than what you can gain if you sell. Once you do so, the sale then becomes the natural byproduct of your selfless efforts and good intentions.

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Related Forum Posts
Re: Hey now! - Welcome Keith! What type of business do you run?
Re: Business attire - [quote="Sprezzatura Custom":3k75jxln]quality of construction/materials #2, and brand recognition/cachet of owning it #3.[/quote:3k75jxln] I wanted to add: 1.) How do you know how good the quality is until you've owned the item and tried washing and wearing it out? For example, I don't really know anyone who owns a $200 dress shirt from Harry Rosen, etc. 2.) If you're wearing a solid colored dress shirt, who would even know what brand it is? Sure the shirt would look nicer than something you can pick up from Costco, but it's not like 99.99% of people would be able to distinguish one top brand from another unless they pulled on your collar to see the branded tag.
Top Four Young Entrepreneur Mistakes - According to Youngmoney.com, these are the four most common mistakes made by young entrepreneurs: 1) Not enough networking 2) Not prepared for the work load 3) Lack of confidence 4) Afraid to ask family and friends for help I would add to this list not getting started in the first place. But, if these are your problems, I would suggest checking out Keith Ferrazzi's Never Eat Alone, and Guy Kawasaki's The Art of the Start, both of which provide great tactics for getting to that next level.


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