Selling More by Talking Less
Selling Professionals Network
MST Selling System

ARE YOU FINISHED BEFORE YOU START?

| April 15, 2015


A colleague and I were in a conversation recently.  He shared a very profound statement; “You can be finished, before you start.”

We were talking about the power of one’s mind, more specifically about ones sales mindset.

Todd was sharing a conversation he had many years ago, when he was a pharmaceutical sales rep.  He was comparing notes with another rep that was having difficulty getting in to see physicians to promote his company’s products.  This other rep wanted to know why Todd was having so much success and why he was not.

This is the most important question you can ask before any presentation. [ 4 min video ]

As it turns out, this other sales rep found it extremely difficult to turn the door knob and enter into a doctor’s office.  Todd explained that this rep had such high self-doubt that he had lost the sale, before he even initiated the call.

This is when Todd summed things up by commenting; “You are finished before you start!”.

This simple statement can apply to any of us suffering with weak sales results.

[ Looking for NEW IDEAS for finding more “Good-Fit” prospects? Check this out… ]

When you think about it, your objective is to help your prospect make an informed purchasing decision (or not) based on the knowledge you bring to the table.

Often this requires us to ask the hard questions.

Most successful sales people are advocates for their prospects, doing what is in the client’s best interest.  This typically evolves into a meaningful relationship, based on mutual trust and understanding.  Those that rise to the top in the sales profession, also tend to have a high belief in themselves.

How is your belief in yourself?  Do you experience self-doubt to the point that you have trouble dialing a cold call or making a initial visit to your prospect’s office?

If you said “yes”, then your are not alone!

This is more common in sales, than you think.  Not just common for those new to their business, but it can affect experienced sales people who have fallen into the infamous “rut”.

How we think and how we see our self, causes this “affliction”.

It shows up when we feel reluctant to ask hard questions, because we do not want to risk “messing up the deal”…

It also shows up when we worry that we are bothering them with our call.

There is a great quote I read years ago;

“YOU CAN’T LOSE WHAT YOU NEVER HAD…

YOU CAN’T KEEP WHAT’S NOT YOURS…

AND YOU CAN’T HOLD ON TO SOMETHING THAT DOESN’T WANT TO STAY”

– unknown source –

Amateur sales people believe it is their job to craft a conversation in such a way that eliminates any doubt, only to then set up unreal expectations for how things should turn out.  They beat themselves up, when things do not go according to plan and eventually giving up all together, thinking they must be doing something wrong.

When we think about that quote, we can start to see that it is our job to offer and it is their job to decide.

Do not be finished, before you even start.  Your sales mindset needs to have the “hidden partner” that allows you to not only succeed in sales, but to thrive in sales.
This is the most important question you can ask before any presentation. [ 4 min video ]
 

Because the best ideas are the ones we actually use…

Let’s do some MST:  MINDSET – STRATEGY – TECHNIQUE

 

Mindset is the “WHY” – The reasons and attitude we bring to what we do.

We can not force a square peg into a round hole, no matter how good we are.

Opening a conversation with the intention to make a sale is setting you up to fail.

 

Strategy is the “HOW” – How can we put this idea into our business today or next week.

One of the reasons that we do not do more prospecting is because a lot of the conversations that we have had, resulted in the same end result – nothing.

Ask some hard questions that may point out all of the reasons why doing business together may not work.

 

Technique is the “WHAT” – What we can specifically do to make this idea work for our business.

How much easier would opening new conversations be, if we went in with the mindset of first finding out who is open to having a conversation?

 

 

Let your competition be finished, before they even start.  Let them pin their hopes and dreams on trying to make a situation work, by fitting a square peg into a round hole.

You… sell to this mantra: “You can’t lose what you never had, you can’t keep what’s not yours and you can’t hold on to something that doesn’t want to stay.”

 

THE COMPETITION – THEY DON’T HAVE THIS MINDSET, STRATEGY AND TECHNIQUE…

YOU’RE SELLING MORE BY TALKING LESS.

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