Your outlook on the market will have a major effect on your effectiveness as a salesperson. It will affect your motivation and the effectiveness of your sales conversations. This short video explains how the phenomenon works by comparing your outlook on the world at large to a pair of binoculars.
Archives for July 2014
Maintain Positive Mental Attitude
July 24, 2014 by Leave a Comment
Sell Yourself First
July 17, 2014 by Leave a Comment
If you don’t believe in your solution, the prospect won’t either. That is why you have to “sell” yourself first. Make sure you 100% believe in your solution to their problem and in your right to ask certain questions. If you have doubts about your own solution, your tonality and body language will convey those doubts to the prospect. If you believe you are asking an inappropriate question, you will convey “don’t answer what I’m asking” by our voice, facial expressions, and body language. Your prospect will listen not to your words but to our visual cues. How can you have the right tonality and body language? Sell yourself. Before approaching any real prospects, convince yourself of the value of your solution. Your body language and voice tonality will be 100% with your words and you will communicate that – “I believe my solution will make a big difference for you!”
Seeing Through the Prospect’s Lens
July 10, 2014 by Leave a Comment
If you really want to have a better understanding of the prospect’s pain, you have to be able to see things from their perspective. That is not necessarily the perspective of a product expert or the perspective of an expert in the field. You need to see how they view the situation. That will entail changing how you look at the problem and how you interpret the facts of the situation. Once you can do that then you can have a better idea of how you can position your product to solve the problem. And you can do it in a way that will make sense to the prospect.
Pain Varies Over Time
July 3, 2014 by Leave a Comment
The world is a dynamic place and things change from day to day. Just think about your own company and your own life today compared to last quarter or last year. If your life and your perspective changes so much why would you think that the prospects life and perspective would be any different? When things change in the prospects life, their view of your product and the urgency to make a purchase will also change. When their situation changes, that change will have a major impact on whether you can close the sale and how and when you should close the sale. The fact that the situation can change mandates that you stay abreast of the latest developments. When you go in to make a presentation or have a follow up meeting, make sure that you verify that things haven’t changed dramatically since your last meeting before you proceed. You can read more about it here.
