Acquiring a Successful Sales Mindset.
How you actually think about selling will be a determining factor with regard to how successful, or not, you will be in selling. Those that hold a somewhat negative viewpoint about what selling is normally find themselves hesitant to sell; if you find yourself on that side of the coin, we’re here to switch your mindset to a more positive one when it comes to sales.
At the heart of this matter is the notion that it’s all 80% mindset and 20% sales strategies or techniques. This is where the paradigm of shifting your mindset about what selling actually means to you comes into play – because without selling in today’s market, as we covered in the last blog, the economy wouldn’t exist or move. You, as a salesperson or business owner providing a product or service, are helping the economy flourish…and this is your first paradigm shift: You’re helping the economy.
Now, imagine for a moment that a friend of yours is telling you about a fantastic experience he or she had at a restaurant the night before during a phone conversation. This individual is perhaps going on and on about the wondrous food, the illustrious atmosphere, the energy of the place in general…do you know what this person is actually doing as he or she speaks to you? They’re selling you on the restaurant, because you’re getting so stoked about it listening to him or her; suddenly, you feel as though YOU should go to that restaurant.
What’s our point? Selling and sharing are really synonymous if you think about it: When we have something great to offer or great news, our instinct is to immediately share it with others. So as you look at your product or service, we want you to think about that: You should be wanting to share great information in a way. If you believe you are offering a fantastic product that can actually help somebody, your perspective should change from one of selling to one of SHARING. You are sharing something with the customer you know will benefit them; same thing applies to a service you may be offering.
Are you feeling the paradigm shift here? What we’re suggesting is that you shouldn’t think of selling as pressuring someone to buy, but rather an opportunity to share information you believe will benefit him or her. Here’s an interesting observation: Studies have shown that in today’s market, nobody likes to be pressured into buying ANYTHING – and we are of that mindset, as well. The way we see it, using pressure tactics to make people buy is merely a tool to be used by someone who really doesn’t have a worthwhile product or service; if the product or service WAS noteworthy, they wouldn’t have to pressure anyone (the classic commercial for that import vehicle that proclaimed “It’s the Car That Sells Itself” comes to mind here). What you want to do is merely SHARE information with buyers – THAT’S the right sales mindset.
As you share information, be sure to discuss the BENEFITS of what you’re offering while positioning those offerings in such a way that you’re not PUSHING the buyer but rather NUDGING him or her. When you can actually share information with people because you know you have a great product or service, you’ve arrived.