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Colours of Sales

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Special Interview

Special Interview

Ask the sales trainer... SQUEAMISH about sales?

By Tish Times

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Instead of creating connections, you should be cultivating the things you say to yourself, such as, “I don’t want to call them back because I don’t want to bug them; I don’t want to seem sleazy;” etc. Therefore, YOU DO NOTHING and you suffer, which means your business suffers, and then you consider yourself a failure.

Three things to improve your sales mindset:

• Stop trying to predict what they are going to say and how they’re going to respond and if they’re going to accept or reject what you have to offer. When you make these predictions, you won’t even initiate the conversation because you will have determined all that before one question has even been asked.

• Think differently. What if you acknowledge the fact that you have the solution? You have the ability to solve a problem for the people that you are working with and for the people with whom you desire to work.

• Keep your eyes open for buying signals. Someone might be giving you buying signals, and because you’ve determined that you don’t want to bother them—you don’t want to be salesy—you’ll miss the buying signals and thereby miss the opportunity.

If, for instance, someone says, “I love the necklace you are wearing,” and you just happen to make jewelry, you miss the opportunity when you don’t say, “Oh, I made this. I have a business and I am a jewelry designer.”

They’ve already given you a buying signal. They’ve already told you that they’re interested in what you have to offer. I am not recommending that you say, “Hey, I’d love to sell you one!” Instead, you’d say, “I actually make these. I create custom jewelry.” And the next thing they’re probably going to say is, “Oh, my God, do you have a business card? Do you have a website? Can I ask you a little bit more about what you do? I have a gift I’d like to buy. I’m looking for something for a special occasion.” Respond in kind. You now have a conversation that’s very organic, that doesn’t feel salesy.

Think about it this way: There’s an elderly lady standing on the street corner, looking for someone to help her cross the street. She’s already on the street corner; she’s already decided that she wants to get across the street. Would you walk by that lady and say, “I don’t want to bother you,” or would you say, “Hi, ma’am. Can I help you cross the street?” Once again, you didn’t go to her house, force her to come to the corner, and then beg her to get across the street. She’s already on the corner; she’s already looking for assistance to get across.

Your job is to help her cross the street. In your business, your job is to help your prospective clients to cross the street, help them to achieve what they already desire, and just don’t know who can help them.

YOU have the solution.

Remember, salesy is a mindset. Reject that mindset and embrace the fact that you’re there to help the people who need you the most.

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