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Selling with Purpose
Selling With Purpose What is it about selling that makes you afraid?� Do you get nervous at the hint of having to sell?� Is it the fear of rejection that scares you?� Is it the fear of not being able to communicate effectively? Define Your Fear.� What is it about selling that makes you afraid?� Next question, how did you develop this fear?� What is it based on?� a) Many people fear sales because they're afraid of being rejected as I mention.� b) Others simply fear being the center of attention; especially when giving a presentation in front a large group of people.� c) Some fear selling because they're simply unprepared to answer tough questions or don't have a deep understanding of the product or service they're selling. d) Could it be you don't believe in the product or service your selling? e) Other _______________________________________________ Why do your fear selling?� Circle one before you proceed. Checking Your Premise.� Now that you selected, I want you to check the premise of your answer.� In other words, I want you to question the validity of your fear.� If you chose C, for example, then your fear isn't selling; it has more to do with being unprepared and the potential 'shame' of being exposed in public.� Take the necessary steps to learn the product; this confidence in your knowledge will minimize your fear.� If you chose B, you have to question why you're afraid of getting up in front of others.� Did you have a bad experience when you were younger?� Or, are you still programmed by the "children should be seen and not heard' parental reminder?� To overcome the fear, you must first check the premise (validity) of why you hold that fear. No one every died from giving a sales presentation...at least not to my knowledge.�� Like What You Sell. I can't emphasize this enough.� When you sell what you love, you're selling from a position of belief.� When you believe in something strongly, that enthusiasm squeezes out the fear.� Are you selling something your really believe in or are you selling in order to get a paycheck?� If the answer is the latter, you may be successful selling, but you'll never achieve a true level of success (i.e., making money doing what you love).� If you don't truly believe in what you're selling, you will always be selling from a position of doubt.� Doubt breeds fear.� Seek out products you love to sell. Measure Success Over Time. Many trainers advocate measuring your successes on a daily basis.� Let's get real here.� Some of my days are full of setbacks making measuring success on daily basis painful.��� Daily actions are just minor events leading up to the main event; the sale.� Don't measure minor events, measure main events.� A runner doesn't count how many running steps it took to get to the finish line, he instead focuses on getting there!�� Stay focus on the main event, the sale, and not the day-to-day ups and downs.� Small Elephant Bites.� Remember, the only way to eat an elephant is one bite at a time.�� Begin with small attainable objectives, than move on to larger ones. Build momentum. Indicators. When you succeed or have a win, take a mental inventory of how it came about.� Analyze in your mind the steps you took to manifest this win.� When things don't go well, do the same thing; analyze your thoughts and actions and ask, "What should I have done differently?".� Setbacks are indicators or guideposts on the road to sales success. Don't Take It Personal. Earl Nightengale once said that success plays no favorites.� Success only favors those who persist and don't give up.�� Selling is about persistence.� Persistence is about not taking rejection personally.� When clients or people refuse to buy from you, learn to ask "Why?".� And no matter the response you get back from the customer, learn to depersonalize it and then learn from it.�� Only sissies take things personally (don't be a sales sissy)! There is one eternal truth about this free market we call capitalism?selling keeps the economy moving.� Selling is the grease that lubricates the economic machine and keeps all its moveable parts in motion.� From this moment on, as a salesperson, I want you to view your profession as the necessary component for keeping this economy going. I want you to see purpose in your profession.� Purpose squeezes out fear in order to make room for enthusiasm. � 2003-2004. Victor Gonzalez. All Rights in All Media Reserved. Victor Gonzalez is a sales trainer and motivational coach. To learn more or to contact Victor directly, please visit www.thelogicofsuccess.com
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