The New Selling Mindset
The world of sales and sales training has changed dramatically over the years. Today’s consumer and business owner is much more sophisticated… and suspicious. They’ve been bombarded with so many marketing messages, from telemarketers, TV ads, email spam, and all the other new marketing techniques, that they smell a pitch coming a mile away. The wall is up and there’s nothing you can do about it. Except…
Change Your Way Of Selling
The hard-sell no longer works. The idea of “closing a sale” is wrong-headed thinking in today’s marketplace… and perhaps always was. Now we must open the sale first. We must create compelling credibility and trust before anyone will even pay attention to us, let alone be open to our message. That’s just the way it is.
As one of my favorite sales gurus Ari Galper says… “Until people buy how you sell they won’t buy what you sell.”
What does Ari mean by that?
Unless your mindset changes from “how can I close this sale?” to “how can I help my prospect solve their problem?” your selling will never reach it’s full potential and not only that…
Selling will be a stressfull, painful process… for both you AND your customers.
Everyone Is In Sales
Today as more and more people have their own businesses, more and more people have to face the process of generating more sales. Every manager has to “sell” their ideas to their managees. It’s not only actual salespeople that must sell. Just about all of us have to change people’s minds and move them through a “sales cycle” or “teaching cycle” of some kind. Today’s way of selling must be made accessable to all.
But no one wants to be a salesperson.
What child has dreamed up wanting to become a sales person when they grow. Why would they? The stigma of being a salesperson is taught to us early, not only by our parents, but on TV and many movies that we have seen.
Why? Because the stereotype of the pushy salesperson is all too real. Anyone who has driven into or walked around a new car sales lot has to feel like road kill waiting to be attacked by the buzzards hovering around.
No wonder the idea of selling is so distasteful to us all. But it doesn’t have to be.
If You Think About It…
Why wouldn’t selling be considered a wonderful profession. A salesperson solves people’s problems. The best are not only consultants but partners in the process of finding solutions to a problem that may be keeping a business from succeeding or can help a family enjoy Sunday’s game on their new TV. They can help people be healthier, wealthier, and maybe even wiser.
Salespeople get a bum wrap.
It’s Not About You
Put yourself in your prospect’s shoes. Just treat them as you would like to be treated. If your only goal is to sincerely help them solve their problem, that intention will come through in everything you say and do. They will begin to trust you and be open to your solution. Until you reach that level of trust there is no “sale” taking place and you certainly don’t have your prospects attention.
But if they smell “commission breath” and sense that all you care about is making the sale, then you will never get their trust or the sale. It’s really that simple.
But how do we change our ingrained ways of selling to this new selling mindset. We’ll be offering tips and techniques for exactly how to do that. We want to help you succeed as a salesperson AND enjoy selling along the way. After all, what could be more enjoyable than helping people.
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