I spent this weekend at a convention of salespeople, run by their association, and I spent a lot of time face-to-face and one-on-one with these reps, learning what their challenges are and how they can overcome them.
Here’s the interesting part – they’re selling services that businesses need, that are on the cutting edge, and that are (or should be) very easy to sell.
In other words, they’re not selling useless trinkets that no one wants. They’re selling a very valuable service that’s quickly becoming a necessity for small businesses to have, and that prospects are happy and excited to buy!
And yet, they think it’s going to be hard! They think they’ll get sales resistance, or they think they’ll have trouble reaching decision makers.
This baffled me at first. Why aren’t prospects jumping all over this, I wondered? After doing a bit more fact finding, I started to get to the bottom of it.
The problem is that most of these reps are going in with the wrong mindset. They’re going in with a selling mindset, instead of thinking, “People want to buy this.”
I convinced these salespeople that they’re selling a service that people want and need. That prospects (qualified prospects, that is) will be excited to hear about it. And that when they expect these things to take place, they will – and people will simply buy!
That’s not all I taught them – there’s far too much to include here – but I was thrilled to learn that after I’d left on Saturday afternoon, a few of the reps went back to prospecting business owners (on a weekend, no less!) and already had leads and deals lined up for this week!
All this because of a simple change in mindset!
The Secret to Sales Success
If you go into a sales situation with a “selling” mindset and you expect resistance and objections, of course you’re going to get them.
Your anticipation of failure comes through in your voice tone, your body language, and a hundred other subtle ways. Prospects sense it, and they shut you down.
But when you come in with thoughts of, “You will love this and you are going to buy,” then those thoughts come across in all of your non-verbal forms of sub-communication, and prospects pick up on that – and act accordingly!
With that in mind, here’s what you can do – right now – to jumpstart your sales numbers, fast:
1. Take inventory of all the ways your product or service benefits your customers, put yourself in their shoes, and understand once and for all how happy and excited prospects will be to hear about it!
2. Make sure you are only dealing with prospects who are fully qualified, who have a current need for your product or service, and who are capable of buying. Don’t make cold calls at random and then wonder why you’re getting zero results.
As to that second point, if you’re wondering how on earth you’re going to get in front of those highly valuable prospects we all want, I’ve laid out the answers in my Never Cold Call Again system which covers, in step-by-step detail, dozens of lead generation techniques you can begin using immediately, at no cost, and start generating hot leads from highly qualified prospects who want to buy right now.
I’ll ship it to you today and let you “try it before you buy it” for 30 days, before you even have to decide if you want to pay for it, or just send it back and never hear from me again:
To your success!
PS: Remember, the Never Cold Call Again system is fully updated and revised for 2013, with all-new modules on social media lead generation and advanced referral selling, on top of the original system which has produced astounding results for over 50,000 salespeople, so don’t hesitate! Get your copy right now: