subject: The ABC's of Selling Part 2 [print this page] The ABC's of Selling Part 2 The ABC's of Selling Part 2
G= Goals
Goals are vital to success and mental health. Go to a psychiatric hospital and see if any of the patients have clearly defined, time-dated, exciting, written goals. You and I both know they wouldn't have any goals. Now, go find the top income earner in your industry and ask if they have goals. I think you know what response you would get. Are your goals set?
H= Hard Work
Want lots of money without hard work? Buy a lotto ticket! Selling can be difficult. It can take you away from your family. We've all missed our share of meals with the family. You must be willing to do whatever it takes to win. (Within reason, of course!)
I= Intensity
Intensity is the willingness to get good and serious about what it is you are selling. It's a willingness to go the extra mile, stay a little longer, try a little harder, work a little smarter. It's doing massive activity to ensure your sales success. If it's worth playing this selling game, it's worth playing with intensity.
J= Just Do It!
Forget all the excuses. Don't wait until all the lights are green before you go after your goal. Don't wait until the delivery system is perfect, or until the merger, the new boss, you lose weight, the new year. JUST DO IT! Go after what you want and do it now!
K= Keep learning
Sell, sell, sell and all will be well. How? Learn, learn, and you'll earn, earn, earn.
L= Listen
L is for listening, one of the most needed skills a salesperson could acquire. If you are talking more than the prospect, you lose. Stop talking and start listening. Once you understand what they need, you can offer your solution. Pretty difficult to do this, if you haven't shut up enough to listen. God gave you two ears and one mouth. He doesn't make mistakes.
M= Manipulation
Manipulation is about deceit, control and personal gain. Selling is about relationship, trust, integrity, the opposite of manipulation. Steer clear of training that try's to teach how to "influence" and "power techniques to get the prospect to buy." Peole buy because they trust you. Manipulation techniques, even though some work, will only cost you money in the long run.
N= NO
The sale begins when the prospect says "No." It's not a bad word, it only means "no" to the picture they have in their head about what you are selling. It means that you have not sold them the picture in your head; the benefits of buying what you are selling. Paint some more.
