|
Can Anyone Be a Sales Person? Let’s start with a simple question. Why do people NOT want to go into sales? Well, that’s pretty easy. Let’s take a look at what sales people face every day: - Overcoming objections - Rejection and more rejection - Cold Calling - The “used car” image - Being on the road - Customer’s not keeping their word - Losing to price - Working for free - Sending endless brochures - Following up with people who don’t want to hear from you… The list goes on and on, correct? There isn’t a sales person out there who hasn’t said, “Maybe I should try something else…” even if the thought was fleeting. Let’s face it, rejection can be difficult, losing a deal after countless meetings can be demoralizing. Even customers changing their minds and going a different path can make you think twice about staying in the field of sales. So what is the one thing that can help you overcome ALL these obstacles? It is truly a revelation. And once you know it, you will realize that it is the key ingredient to knowing in your heart and soul that all these roadblocks can be dealt with and overcome. The one thing you need to know is this. You have to be absolutely convinced that your product helps people and that they do need you...they just don't know it. Take a look at what your product does. I am sure it helps people. Think about that. Almost every “product” was developed to help what… US! Even if it helps animals or plants, or any other living thing on this planet, products usually focus on helping us. Look at your product. It can detect fraud, build a house, shorten a sales cycle, manage a document, turn on a light, dig a hole, hire a person, find oil, create a contract, protect human rights, save a tree, educate our youth, remove snow, package a gift, reward an employee, consult people, reimburse college students, fly people from here to there, test our blood, create a financial report, dress us better, even help us hit a golf ball. Now look at the list again. Is there one thing that has stayed the same as it was 10, 20, 30 years ago? The world is changing dramatically. We all want it faster, cheaper and better. Every product above has evolved. Yes, even snow removal (which now you can dump into a BaZillion degree transportable furnace that melts the snow right on site and lets the water run down the closest sewer drain…Viola!! No more snow piles outside football stadiums or malls or large corporations). Yes, and that was SNOW!!! What does your product do better now than what it did several years ago? Did it even exist then? The point is, all of these products have evolved because we have evolved. We are always pushing the envelope. As humans, we are bored with what it was yesterday and want it better tomorrow. The key ingredient is to realize we all need help, everyone does. So when you get that rejection on the phone and they say, “We’re already happy”, your internal conversation should say “Of course you are…for now. Because that’s all you know. I haven’t educated you on what else is out there. What if I could remove the snow better, fly faster, save more money, or write a better report, or make the golf ball go farther and stop quicker?” Remember - THEY DON’T KNOW THEY’RE NOT HAPPY UNTIL YOU SHOW THEM JUST HOW UNHAPPY THEY WILL BE IF THEY DON'T PURSUE YOUR PRODUCT OR SERVICE. HEY, OUR PARENTS WERE THRILLED WITH BLACK AND WHITE TV UNTIL COLOR CAME ALONG. THEN LARGE SCREEN, THEN HDTV, THEN HDTV WITH LARGE SCREEN. NOW WE HAVE TiVo, OR DVR WITH HDTV. What's next??? Whatever it is, I'm sure it will be better. In summary, we must realize every person we attempt to help needs us. If you truly understand that, you quickly realize you aren’t selling anything. You are simply educating people on a better way to live their life; they just don’t know it yet. Then the personal epiphany happens. You realize you are getting paid to help people! Get on the phone and go help people today. Help them have a better life professionally and personally, and amazingly your company pays you for it. What a deal!! |
>> FIND OUT MORE
|