The guiding principles of sales mastery for your start-up:
1. Think: The sale is in your head.
The mindset by which you approach the sale will determine its outcome more than any other element of the selling process. It’s in your head, way before it’s in your wallet.
You set the tone for the probable outcome. Everybody has a different way of creating his or her mindset prior to a sale. When in reality, you should be thinking your customer. Action: Before your next 100 sales appointments, write down what can happen good. What you expect the positive outcome to be. And at the end of the call write down what you could have done to make it better.
2. Believe: Develop a four-part belief system that cannot be penetrated.
Believe in your company, your product and yourself – or you won’t sell. Your belief system determines your fate. Not just in the selling process but also in your career. In the company that you represent, In their ease of doing business, you have to believe in your co-workers. and you have to believe that the company will deliver what you sell in a manner that will create customer loyalty.
You have to believe that your products and services are not just the best in the marketplace, bu that they’re also the best value for the customer. You have to believe that you can differentiate yourself. That self belief will be evident in the passion that you create in your presentation as you try to transfer your message, engage the customer, and get them to buy from you.
To BECOME belief proficient, every time you visit a customer, ask them why they believe in you, your company and your product. Then ask them why they buy from you.
To MASTER belief takes time. Developing your belief system is a combination of how you feel, how your company executes, and how your product performs.
3. ENGAGE: Develop rapport and personal engagement, or don’t start the selling (buying) conversation.
Use the principle of leaning forward. The customer is making a judgment of you from the moment you enter and the door and begin the selling process. The old sales adage says, “All things being equal, people want to business with their friends. All things being not quite so equal, people still want to do business with their friends.”
Passion is the fuel, my friends. Passion is the only step that makes you go forward towards success.