Clear thinking sales success
Day 47 – 318 days to go!
Sales is a journey. It has a start, a middle and an end.
- The start is researching and finding your prospects.
- The middles is qualifying, meeting, presenting and building relationship with your prospects.
- The end is a yes or no. Kicked out the office or a signature on the dotted line.
In business whether we are ‘sales’ people or not it is the signature on the dotted line, the handing over of cash that makes us profit, will grow our business and (hopefully) wealthy.
Getting results is about knowing your script really well, knowing the benefits, the features, the product, the company, qualifying prospects, follow up, after care etc. But it is more than this. It is also your ability to be present in the moment.
Being present in the moment?
What does this mean? It means having nothing else on your mind except what is happening in that moment in order to work with it, react to it, be flexible to it, make the changes required and pick up the subtleties going on.
In other words it is getting rid of the chatter going on in your mind. For example:
- You are not a mind reader so you have no idea what the person is going to say or how they are going to finish their sentence
- You do not have to do or be anywhere else. If you do – then you should cancel the appointment and leave – your prospect knows if you are fully engaged and interested. And they will react to the signals you are sending them.
- You don’t need to process anything except what your prospect is telling you – if you do then either write it down or cut the meeting short. You are wasting your time.
