I’ve found that most salespeople lack the confidence in themselves and the conviction in their belief to truly become successful. By their own actions, they commoditize themselves and what they are selling. They limit their own opportunities for success and wonder why they never get the “big deal”. Maybe, it’s because they don’t ask for it!
There are three things that EVERY salesperson must do to be successful:
1.) Truly value yourself or what you are selling. If you don’t believe in yourself, why should your customer? If you think your product or service is no different from everyone else, so will your customers. Your customers are waiting to be WOW’d. Don’t disappoint them! Believe in yourself and what you’re selling. If they challenge you, prove to them that you’re worth the time, energy and money. You are worth whatever you can get your customers to agree to.
Value does not always mean money, but it is always related. While value can be a sense of security or confidence that you will deliver as promised, it is usually given a dollar figure. That dollar figure is often represented as the price of your product or service. If you bring a customer a price that is on the low end of the market, what kind of value do you think your customers will associate with you and your product/service?
2.) Understand that a good sale is mutually beneficial to both the buyer and the seller. After you have consummated a sale, if you’ve done your job properly, the customer should thank you for selling him/her your product or service. The best in our business, get our customers to knowingly pay MORE than our competitors charge and still thank us. We are able to do that because we believe in ourselves and we have filled our client’s logical and psychological needs so fully that they WANT to PAY MORE to deal with us. Isn’t that where you want to be in your business?
3.) You should never enter into a sale/deal you are not prepared to walk away from at any time. You have no business going into a deal that you cannot walk away from at the last minute without regrets. If you can’t afford to walk away, it will show. You will have lost all objectivity. You have ceased solving the customer’s problems and begun focusing on your own. Once that happens, the customer will probably walk away first anyway. In addition, you have also lost all negotiating power. If you can’t afford to walk away, you’ll make all kinds of concessions just to make the deal. What should be a mutually beneficial transaction has just become one-sided…and it’s not in your favor.
Make a Difference EVERY Day!
Mark Papadas is a renowned Sales Trainer, Motivator, and Author who has shared the stage with legends like Brian Tracy and Zig Ziglar. He is best known creating the R.A.P.I.D. Sales Method™ and his signature sales workshop – Their Lips are Moving™. (www.markpapadas.com) In addition to his work in the business community, Mark is also a nationally recognized children’s empowerment expert and author of the highly acclaimed book “10 Secrets to Empower Kids and Awaken the Child in You” as well as President of The I AM 4 Kids Foundation – a recognized 501c3 charity committed to providing its personal empowering programs to public schools across the U.S. at NO COST to the SCHOOLS.