A New Way to Sell
Sales professionals have been inventing creative ways to part us from our cash since the dawn of time. Because of this, the American consumers have developed their own tactic: lying. The old adage: "Thou shalt not Lie" seems to be forgotten when one of he parties is a saleman. This is usually not malicious, but the misinformation is clearly the first step of the "Buyer Seller Dance."
Every leader realizes that if they are going to build a successful business, organization, community, or congregation, they must develop the skills needed to 'sell' themselves and their vision to others. How do you sell your ideas without triggering the misleading dance of deception? There is a method that is counter to tradition and may go against some of what you may have come to believe is true. Learning this method requires altering what you believe. Re-writing your beliefs is difficult, time consuming, and fraught with risk. The task shouldn't be taken lightly.
Step 1: Plan Your Success
Every journey requires a road map. The journey to change is no different. You must have a written plan with a beginning benchmark, and follow through with a system to track the progress. Successful business owners often have a business and marketing plan. Unfortunately shortly after the document is complete, it finds a place of prominence on a shelf and collects dust. What keeps these tools from being effective is a lack of accountability and commitment.
Sales professionals have been inventing creative ways to part us from our cash since the dawn of time. Because of this, the American consumers have developed their own tactic: lying. The old adage: "Thou shalt not Lie" seems to be forgotten when one of he parties is a saleman. This is usually not malicious, but the misinformation is clearly the first step of the "Buyer Seller Dance."
Every leader realizes that if they are going to build a successful business, organization, community, or congregation, they must develop the skills needed to 'sell' themselves and their vision to others. How do you sell your ideas without triggering the misleading dance of deception? There is a method that is counter to tradition and may go against some of what you may have come to believe is true. Learning this method requires altering what you believe. Re-writing your beliefs is difficult, time consuming, and fraught with risk. The task shouldn't be taken lightly.
Step 1: Plan Your Success
Every journey requires a road map. The journey to change is no different. You must have a written plan with a beginning benchmark, and follow through with a system to track the progress. Successful business owners often have a business and marketing plan. Unfortunately shortly after the document is complete, it finds a place of prominence on a shelf and collects dust. What keeps these tools from being effective is a lack of accountability and commitment.
To be successful, a plan must be built from the flames of desire and cleansed in the crucible of commitment. Commitment is the will power to stay until the very end. Without this power, the best plans are lost at the first trouble. Napoleon Hill said it best: "Whatever you can vividly imagine, ardently desire, and enthusiastically act upon...must inevitably come to pass!"
Second: Commit to Change
The amount of earning potential that you possess is determined by your beliefs. Your ideas about money will determine how much you can help others. Having a disposition that values abundance is key. Take comfort in helping your clients talk about money and you will eliminate a lot of problems.
In order to change: Fix your Buy Cycle
Your style of determining what you send your money on will change how you present and sell products. Are you constantly shopping around, analyzing a purchase for days and 'thinking it over' instead of making a decision? If you do these things, you will see them done by your clients and have no way to help them get past these hangups. Change your buy cycle and you will change your sales process.
Second step for Change: Rewrite Your Self-limiting Record Collections
Records are thoughts that occupy your mind. If you have the courage to face and then kick out the wrong thinking, and then re-write what you believe, you will start to see unconscious competence in your sales abilities!
Tendency to become Emotionally Involved
The top salespeople have trained themselves to not get wrapped up in the prospects emotional turmoil. They maintain empathy to help solve the problems and identify with the client, but they stay emotionally detached. It is as if they are a 3rd person, outside the conversation but managing the communication.
We have all been created with a need to be accepted and loved. This is a basic human instinct that cannot be erased. However, when applied to the business world, this need can be crippling. Recognize your need for approval and get it met anywhere but work!
These daily behaviors, if they are faithfully followed, will help produce the outcome designed. Understandably, this new method of salesmanship is challenging to embrace and precarious to pursue. It takes great faith to embark on such a journey but the results can be very dramatic. There are those who are content to only take small steps and settle for 'good enough,' but settling thwarts true success. 'Great' may be just a few painful steps further.
Jim Stephens is a National Business Development Consultant for Sandler Training and it's over 200 training center worldwide. His 30 year background in starting and growing small businesses as well as twelve-year background in personal and family pastoral counseli
Second: Commit to Change
The amount of earning potential that you possess is determined by your beliefs. Your ideas about money will determine how much you can help others. Having a disposition that values abundance is key. Take comfort in helping your clients talk about money and you will eliminate a lot of problems.
In order to change: Fix your Buy Cycle
Your style of determining what you send your money on will change how you present and sell products. Are you constantly shopping around, analyzing a purchase for days and 'thinking it over' instead of making a decision? If you do these things, you will see them done by your clients and have no way to help them get past these hangups. Change your buy cycle and you will change your sales process.
Second step for Change: Rewrite Your Self-limiting Record Collections
Records are thoughts that occupy your mind. If you have the courage to face and then kick out the wrong thinking, and then re-write what you believe, you will start to see unconscious competence in your sales abilities!
Tendency to become Emotionally Involved
The top salespeople have trained themselves to not get wrapped up in the prospects emotional turmoil. They maintain empathy to help solve the problems and identify with the client, but they stay emotionally detached. It is as if they are a 3rd person, outside the conversation but managing the communication.
We have all been created with a need to be accepted and loved. This is a basic human instinct that cannot be erased. However, when applied to the business world, this need can be crippling. Recognize your need for approval and get it met anywhere but work!
These daily behaviors, if they are faithfully followed, will help produce the outcome designed. Understandably, this new method of salesmanship is challenging to embrace and precarious to pursue. It takes great faith to embark on such a journey but the results can be very dramatic. There are those who are content to only take small steps and settle for 'good enough,' but settling thwarts true success. 'Great' may be just a few painful steps further.
Jim Stephens is a National Business Development Consultant for Sandler Training and it's over 200 training center worldwide. His 30 year background in starting and growing small businesses as well as twelve-year background in personal and family pastoral counseli
Second step for Change: Rewrite Your Self-limiting Record Collections
Records are thoughts that occupy your mind. If you have the courage to face and then kick out the wrong thinking, and then re-write what you believe, you will start to see unconscious competence in your sales abilities!
Tendency to become Emotionally Involved
The top salespeople have trained themselves to not get wrapped up in the prospects emotional turmoil. They maintain empathy to help solve the problems and identify with the client, but they stay emotionally detached. It is as if they are a 3rd person, outside the conversation but managing the communication.
We have all been created with a need to be accepted and loved. This is a basic human instinct that cannot be erased. However, when applied to the business world, this need can be crippling. Recognize your need for approval and get it met anywhere but work!
These daily behaviors, if they are faithfully followed, will help produce the outcome designed. Understandably, this new method of salesmanship is challenging to embrace and precarious to pursue. It takes great faith to embark on such a journey but the results can be very dramatic. There are those who are content to only take small steps and settle for 'good enough,' but settling thwarts true success. 'Great' may be just a few painful steps further.
Jim Stephens is a National Business Development Consultant for Sandler Training and it's over 200 training center worldwide. His 30 year background in starting and growing small businesses as well as twelve-year background in personal and family pastoral counseling equipped him with the practical wisdom that helps his clients excel. Jim and his wife Joan work together changing our culture one small business at a time! They can be reached at 208-429-9275 or e-mail Jim@crossroads.Sandler.com
About the Author:
Records are thoughts that occupy your mind. If you have the courage to face and then kick out the wrong thinking, and then re-write what you believe, you will start to see unconscious competence in your sales abilities!
Tendency to become Emotionally Involved
The top salespeople have trained themselves to not get wrapped up in the prospects emotional turmoil. They maintain empathy to help solve the problems and identify with the client, but they stay emotionally detached. It is as if they are a 3rd person, outside the conversation but managing the communication.
We have all been created with a need to be accepted and loved. This is a basic human instinct that cannot be erased. However, when applied to the business world, this need can be crippling. Recognize your need for approval and get it met anywhere but work!
These daily behaviors, if they are faithfully followed, will help produce the outcome designed. Understandably, this new method of salesmanship is challenging to embrace and precarious to pursue. It takes great faith to embark on such a journey but the results can be very dramatic. There are those who are content to only take small steps and settle for 'good enough,' but settling thwarts true success. 'Great' may be just a few painful steps further.
Jim Stephens is a National Business Development Consultant for Sandler Training and it's over 200 training center worldwide. His 30 year background in starting and growing small businesses as well as twelve-year background in personal and family pastoral counseling equipped him with the practical wisdom that helps his clients excel. Jim and his wife Joan work together changing our culture one small business at a time! They can be reached at 208-429-9275 or e-mail Jim@crossroads.Sandler.com
About the Author:
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