Selling isn't something you do to people, it's something you do for them. If you feel as though you're being pushy or twisting arms when you are interacting with prospective customers or clients, you might be doing just that. To be successful in sales, you do need to be in control of the sales process and you do need to ask important questions, but you don't have to be obnoxious, overbearing or demanding.
Look at selling as an opportunity to create value for prospects. A good salesperson uncovers needs that his customers or clients have—needs they might not be aware of on a conscious level--and helps them meet those needs or find solutions to problems or potential problems. When you sell in this way, you are providing a valuable service to your customers and prospects that they might not be able to find elsewhere. Why shouldn't they value a professional provider of products or services as much as, or more than, they value an investment broker, an accountant, attorney or financial planner?
Psychologists teach that when you are unhappy about the circumstances of your life, your job, or your relationships; you can make changes that will reduce or eliminate these negative feelings. You can accomplish this not by expecting other people to change or the circumstances that affect you to somehow be altered, but by changing what you can control—yourself and your attitudes. If negative attitudes are blocking your sales or personal success, you need to ask yourself the following questions:
1. What new attitudes or ways of thinking must I develop to reach my sales objectives?
2. What negative attitudes must I convert to more positive views?
3. How should I look at myself and my present situation or assignment with my company or firm?
Formulate honest answers and write them down. This exercise in self-examination can be painful since your ego may feel discomfort at being questioned. Unless you are willing to ask these questions and honestly explore the answers, your old attitudes will continue to block your professional progress and enjoyment.
Once you determine what your new attitudes will be, you need to write them in the form of a positive, present tense affirmation. (EXAMPLE: "I look forward to finding products that will meet my customer's needs.") Then you must read them aloud at least twice a day preferably in the morning and before bed at night. Repeating this process on a daily basis will help you reprogram your subconscious mind until the new attitudes become an integral part of your values and self-image. To receive detailed instructions on how to program your mind for sales success, check out my new manual at:
www.TheSellingEdge.com
Program Your Biocomputer For Sales Success - To learn more about this author, visit Virden Thornton's Website.
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Virden Thornton
(Visit Virden's Website)
VIRDEN J. THORNTON is the founder and
President of The $elling Edge®, Inc. a 23
year old firm specializing in sales,
customer relations, personal coaching and
management training and development.
Clients have included Sears Optical,
Eastman Kodak, IBM, Deloitte & Touché,
Bank One, Jefferson Pilot, and Wal-Mart to
name a few. Virden is the author of
Prospecting: The Key To Sales Success,
Organizing For Sales Success, 101 Sales
Management Myths, A Realtor's Success
Formula, and two best sellers 101 Sales
Myths and Building & Closing The Sale. He
also has a video/audio tape training
program entitled Close That Sale,
published by Thompson Learning. He has
also authored a Self-Directed Learning
series of sales, coaching & team
development, telemarketing and personal
productivity training guides. To obtain a
substantial discount on two of Virden's
new manuals, 101 Sales Myths and
Organizing For Sales Success, just go to
www.TheSellingEdge.com/book1.htm
Note: You can contact Virden at vi
rden@TheSellingEdge.com. You can also
see an expanded biography at: www.TheSellingEdge.com/bio.htm
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