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Author: Patricia Weber Article source: http://www.locateacoach.com/. Used with author's permission.
"If you don't think well of yourself, no one will think anything of you."
At least half of selling is a mind set. Set your mind to being selfish with
positive self-image, positive self-talk and your self-esteem. The sale is made inside
our head before it takes place with the customer. It's like any product or service we
sell — a house, a car, a cleaning service, web site design — all of these were in
someone's mind as an idea before they came into reality. When we believe in
ourselves, the sale will more easily take care of itself.
"Be brave. Timid people never amount to much."
There are several places in the sales process where each of us can take this
advice from mom. Are you afraid to call on potential new clients? Are you hesitant to
probe about a customer concern? Do you educate about your products or services
and then stop just short of asking the client to make a decision? Customers start
out with you in the buying process to make a decision to buy or not to buy.
Wherever you hesitate, be brave. Help customers to make a decision. Your sales will
amount to much more.
"It is as easy to love a rich man (or woman) as a poor one."
Why prejudge your prospects? They each have a budget they can work and live
with. If you have a range in your product or services, you can help every customer to
get what they want to solve their problem. Help them to understand what they want
and then show them how you can help.
"Stand up straight, shoulders back, chest out."
We know from communications research that most of a message that is
understood comes from our body language, eye contact, dress and other visuals
that the receiver of the message takes in. If you are confident in your belief of your
company, your product, your service and yourself, are your outer visual indicators
communicating this?
"When you fall, pick up something while you're down there."
We are all going to lose a sale now and then. We're not perfect, only human.
And being human life gives us lessons. So when you lose a sale, when you fall, learn
something from the loss so you can be more successful next time in a similar
situation.
"Trust yourself."
The question posed once was, "How to you get to Carnegie Hall? — Practice."
Intuition is like a muscle. The more you use it the stronger it gets. And the stronger
it gets the less fat gets in your way. Trust yourself when that little voice tells you to
call on a particular customer, when you get the feeling your customer is ready to
buy.
Whether it's your mom or someone else's, these words of wisdom from
yesterday can help you improve your role today in sales. Go ahead. Just ask mom to
remind you of a few "lessons" she gave you as you were growing up in her care.
Then put those learnings into sales success.
Copyright© Patricia Weber, http://www.prostrategies.com. Pat Weber is a coach, certified telelcass leader, and corporate trainer. With her
incisive, effective communication skills, her services can help you to accelerate
professional and personal results you want, by helping you increase your choices
and build your self-confidence. With personal coaching, a teleclass, an online email
course or on-site workshop, get what you want, more easily and more often. Visit
her website at http://www.prostrategies.com. Contact her for a free coaching session.
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