If you base your selling results on hope and expectation you are headed for lots of bitter disappointment and discouragement, not to mention making your job a lot more difficult and earning a lot less money. After watching a brutal interaction between a salesman and a manager yesterday at lunch (I will share that story with you on a future blog) I told Melinda, “If you do not know what you are doing, Selling is a brutal job. And if you know what you are doing…Selling is still a brutal job!”
If you are going to survive and succeed in the Selling Arena you are going to have to completely change your mindset and philosophy about selling. And the first thing you need to learn is that “It’s better to find out fast and upfront if this prospect is the right one or not” Do not waste your time, energy and resources on those who are not willing or ready to purchase your product. The worst misery you can put yourself through is dealing with a “Tire Kicker”. These folks should be sent straight to Hell in my opinion. They will waste your time, have you jump through all kinds of hoops, have you lower your price again and again, add more free services, require more referrals and after all that with your hair in complete disarray from exhaustion, your tongue hanging down to your knee caps and panting like a chased deer, they pull their head out of their Ass and decide not to buy right now!
There is not a salesperson on the planet that desperately needed that big sale, had it all locked in, already spent the commission, done deal only to find at the very last-minute something came up and the sale fell through. That makes you want to open the window and jump off the 23rd story of the building! You know the experience, the contract wasn’t faxed over when it was supposed to, the final call did not come in as expected, the phone call went straight to voice mail, and you get this horrible gut feeling that something is wrong. You know at any moment you are about to fly into a full blown panic attack. All of a sudden, you go from party animal to prayer warrior!
We go through this whole horrible sales experience because our entire selling mindset and marketing method is all wrong. The first being, we operate our selling path from Hope and Expectation instead of Systems and Qualification. Never calculate and for sure not spend your future income from sales based on “Expectation” and hope. Calculate your income after the check has cleared!
As one young salesman going out for the first time on a sales call looked back and asked his sales manager if there is anything he should remember to do and the sales manager yelled back “Get the Check!”
If you are dealing with a prospect that has gone through the check points of your marketing system and you qualified that prospect and they are ready and willing to buy that is the time you roll out the Red Carpet, lay down your life and treat them as pure Royalty. You now start the process of “Knock their Socks Off Service”.
Back in 1999 my nephew listed some high-end sports equipment on e-bay and made $1800.00 in a couple of days. I asked him how in the heck he did that. He said, “I didn’t know what I was doing, I just threw them up there and said this is how much they are, you want it or you don’t”. If you want to become a high income earner in the world of selling these are the 3 tips that will help you get there.
- Stop Emotional Selling: This is what most sales professionals practice. They get super excited when they make a sale and utterly discouraged when they lose a sale. This will put you into an early grave or drive you out of the industry and/or business. I refuse to mix high emotions and selling together.
- Start Systematic Selling: Systematic Selling is not based on emotions, hope or expectation but intentional proven systems of activity, marketing and exposure. It is void of high impact emotions. It does not exhaust your hope or expectation tank and keeps you from plummeting into the depths of despair when you lose a sale. You understand using this system that both wining sales and losing sales is part of the process and cycle and both are headed your way. I have had people ask me when I have closed a twenty-five thousand dollar deal, “Aren’t you excited”. I say, excited about what?
- Presume Each Proposal Is A No: This is complete opposition of what 97 percent of sales people practice and sales trainers teach. However, using this method allows you to keep actively working in the field until the final answer is determined. If the proposal or sales turns out to be a no, you won’t fall into despair and lose your momentum. If the sale is a yes, it makes it just that much better. Most professionals practice the opposite, expecting every proposal and sale to be a yes, and when the no’s come everyone is bummed out.
Time is to short, selling is hard work, lots of people to serve and too much money to be earned to waste your time, energy, resources and talents just to find out that you are dancing for the wrong partner. Find out fast and up front if they are the right ones. You will work less, earn more and retain your sanity!
Special Note: Relax…When you see my offers they are designed to give you the essential tools and resources you need to help you achieve everything you desire. Here is where the “Relax” part comes in. You will only respond to our offers when the “Timing” is perfect for you and not a moment sooner…I Guarantee It!
When someone does not respond to an offer it is simply because the “timing” is not right for them, and when they do respond it’s because the “timing” is perfect for them and both situations are a good thing! So relax and feel safe reading our resource offers, it’s not about selling its all about timing and you are in control of that not me.
This Week’s Featured DVD: “Think Like A Millionaire”. Yours Free when you order any product at www.donboyerauthor.com Offer ends Friday June 21, 2013 (all products shipped Free).
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Don and Melinda Boyer