Intrinsix Performance

2004 Archive

Sales Consulting

Corporate
Individual
E-Tip Archive

#1 - If I am in and they are talking to me, then they are interested.
Salespeople often give up the first time a prospect objects or says “no.” What I have discovered is that as long as they (the prospects) are talking to you, even if it is in form of an objection, they are, at least a little bit, still interested in your offering and in doing business with you. This discovery is based on the fact that prospects, (including ourselves when we are prospects), don’t know how to object ‘nicely,’ and certainly don’t continue to talk with a salesperson about its offering unless they have some interest in eventually purchasing the product from them.

#2 - Selling is a transference of feelings.
“If I, the salesperson, can get you, the prospec,t to feel about my product the way that I feel about it, then you will buy today”. The key questions here are 1) what product are you selling? and 2) how do you feel about it? Remember, you are most likely actually selling two products, the actual physical product, and, of course, yourself. So the question then becomes how do you feel about your product, the physical one? And then the second question becomes how do you feel about yourself? If you don’t feel great about both of them, then change them. If the physical product does not get you excited, then find another product that does. And if you don’t feel great about yourself, then start immediately doing the things that will allow you to discover the greatness that resides within you.

#3 -The essence of sales is about serving.
You need to forget about yourself and think only of the client. Incidentally, when you do this, you will make more sales then you ever could imagine.

#4 - We need to understand the difference between goals and purpose.
Both are important, but there are major differences. For example, goal setting is all about you and what you want to accomplish, and it is very subject to change. Purpose, however, is about the essence of you and who you really are. Take a few minutes and identify your purpose. When you do, you will actually see that, likely you already have within you the true essence of sales, which is unconditional service.

#5 - You need to plan your career in sales as much as a doctor or attorney plans his career.
Yes, that is correct, a career in sales deserves as much planning as do all the other professions. Find a mentor or somebody who is willing and capable of showing and guiding you to a successful career in sales. Don’t fall for the trap that a successful career lies in the hands of a better company product or company. A great career in sales lies within you, but you need to discover that for yourself. There are a lot of characteristics that successful salespeople possess. Discover them, understand them, and adopt them for yourselves.

#6 - 80% of all sales are made after a person says “no” to us five times.
Once you understand this equation, your career in sales will improve dramatically. Incidentally, when a person says “no” to you during the prospecting phase, that starts working towards the five. What you need to do is to have a practiced and professional closing sequence that includes at least five closes.

#7 - People buy from calm, confident salespeople.
Always remember this, and make certain that the calm, confident salesperson is exactly who you are, or are in the process of becoming.