Selling isn't something you do to people, it's something you do for them. If you feel as though you're being pushy or twisting arms when you are interacting with prospective customers or clients, you might be doing just that. To be successful in sales, you do need to be in control of the sales process and you do need to ask important questions, but you don't have to be obnoxious, overbearing or demanding.
Look at selling as an opportunity to create value for prospects. A good salesperson uncovers needs that his customers or clients have-needs they might not be aware of on a conscious level--and helps them meet those needs or find solutions to problems or potential problems. When you sell in this way, you are providing a valuable service to your customers and prospects that they might not be able to find elsewhere. Why shouldn't they value a professional provider of products or services as much as, or more than, they value an investment broker, an accountant, attorney or financial planner?
Psychologists teach that when you are unhappy about the circumstances of your life, your job, or your relationships; you can make changes that will reduce or eliminate these negative feelings. You can accomplish this not by expecting other people to change or the circumstances that affect you to somehow be altered, but by changing what you can control-yourself and your attitudes. If negative attitudes are blocking your sales or personal success, you need to ask yourself the following questions:
1. What new attitudes or ways of thinking must I develop to reach my sales objectives?
2. What negative attitudes must I convert to more positive views?
3. How should I look at myself and my present situation or assignment with my company or firm?
Formulate honest answers and write them down. This exercise in self-examination can be painful since your ego may feel discomfort at being questioned. Unless you are willing to ask these questions and honestly explore the answers, your old attitudes will continue to block your professional progress and enjoyment.
Once you determine what your new attitudes will be, you need to write them in the form of a positive, present tense affirmation. (EXAMPLE: "I look forward to finding products that will meet my customer's needs.") Then you must read them aloud at least twice a day preferably in the morning and before bed at night. Repeating this process on a daily basis will help you reprogram your subconscious mind until the new attitudes become an integral part of your values and self-image. To receive detailed instructions on how to program your mind for sales success, check out my new manual at:
http://www.TheSellingEdge.com/Organizing.htm
VIRDEN THORNTON is the founder and President of The $elling EdgeŽ, Inc. an Ohio consulting firm specializing in sales and sales management training, personal coaching, advisory services and publishing. Clients have included Sears Optical, Eastman Kodak, IBM, Service Linen Supply, Bank One, Jefferson Wells International, and Wal-Mart to name a few. Virden is the author of the "best selling" Building & Closing the Sale, Prospecting: The Key To Sales Success and Close That Sale, a video/audio tape series published by Crisp Publications a division of Thompson Learning. He has also authored a client acclaimed Self-Directed Learning series of sales, coaching, telemarketing, and personal productivity manuals. To obtain a substantial discount on two of Virden's latest books, 101 Sales Myths or Organizing For Sales Success, go to: http://www.TheSellingEdge.com/book1.htm.
NO TE: You can contact Virden at: virden@TheSellingEdge.com or check out his detailed biography at: http://www.TheSellingEdge.com/bio.htm
![]() |
|
![]() |
|
![]() |
|
![]() |
Article I of a two-part series.No matter what customers say... Read More
Would you like an easy way to track the performance... Read More
Can you say who you are and what you do... Read More
TELEPHONE TECHNIQUESSelling face to face is different from selling on... Read More
The need for good proposals - the business kind, not... Read More
In some situations, attempting to intimidate the other person will... Read More
I believe that everyone understands that no matter what business... Read More
Sales letters, sent via e-mail or snail mail, are an... Read More
Most salespeople I know consider cold calling a dreadful, but... Read More
Everyone wants the best possible value in every transaction, but... Read More
Let me tell you about my friend Peter who has... Read More
Cold calling can be a great way to generate quality... Read More
In my professional experience as a sales and marketing coach/consultant,... Read More
When a request for proposal (RFP) comes in, you get... Read More
Imagine you just met someone new. The formalities of names,... Read More
Growing up in the South, I used the phrase "big... Read More
Ever feel like you were "just a salesperson"? I think... Read More
Recently I wanted a new lawn mower as we have... Read More
Myth 1: Sales People are all Shady!In the Broadway play... Read More
As a professional service provider you face special challenges promoting... Read More
Smart buyers will always ask for a better price. Unfortunately,... Read More
Ever had a party online or offline, and had guests... Read More
I am sure you are familiar with the phrase, "I... Read More
The other night I was watching a classic western from... Read More
We all know that you can't earn your commission until... Read More
When you are in the business of sales, among the... Read More
Instead of giving your customers or potential customers a choice... Read More
Selling To Women - Selling To Men - It Isn't... Read More
Do you hang up on telemarketers? 9 times out of... Read More
The customers you already have could be your biggest lead... Read More
Being a good listener requires more than just keeping quiet... Read More
You have all seen them,the sales letters that never ends.... Read More
Hi, I'd like to discuss the most powerful words you... Read More
I just bought six square pieces of spongy fabric for... Read More
Color psychology is the biggest question I receive on a... Read More
Ever wish that your presentations could be as much fun... Read More
Selling--a word that strikes terror in writers and professionals. We... Read More
1. Sell your products at a wholesale price to retail... Read More
As a business owner, I receive my share of sales... Read More
Neil Rackham turned the world of high-ticket salesmanship on its... Read More
TELEPHONE TECHNIQUESSelling face to face is different from selling on... Read More
Many participants in my programs ask how to deal with... Read More
Have you ever sat through a movie and got to... Read More
I'll play a seller, using conventional selling methods, selling something... Read More
You have just walked out of the office of a... Read More
Selling With Purpose What is it about selling that makes... Read More
Have you wasted valuable time and money on promotion that... Read More
A conversation: The Salesperson: "I don't cold call-I want to... Read More
Hello everyone, hope your day is going well! I know... Read More
Like the legendary search for the Holy Grail, the cup... Read More
Usually my essays discuss the issues that the 'sales' method... Read More
Sales letters, sent via e-mail or snail mail, are an... Read More
Health insurance lead generation systems provide a stead stream of... Read More
1. Make telephone callsFew things are more terrifying than the... Read More
If you went to see your doctor, and he mentioned... Read More
How many of you have a corporate web site? Everybody... Read More
One of the top brewing companies in America is a... Read More
Virtually every business you contact has this question in their... Read More
With the dot.com revolution crushing once solid business models on... Read More
Want to build a successful incentive program for your company?... Read More
"THE ANSWERS (1 - 5) ARE HERE!!!"Question 1) List the... Read More
Why do we get into sales? Typically it is two... Read More
To be effective your sales letter must be opened, read,... Read More
In the last decade, the Internet has become a major... Read More
So it's finally come time to sell the business. After... Read More
Doing business over meals is a ritual that has existed... Read More
Sales |