Many people are hesitant at the beginning to get involved with any business or opportunity that has anything to do with sales. This is because “sales” is often misunderstood. It is deemed scary, self-serving, and perhaps even superficial. Nevertheless, these definitions couldn’t be more wrong. The sales world is all about closing the deal. But, closingthedealis not just selling, it is MOVING people from where they are to where they should be; helping them make the right choices and take action toward their financial freedom, peace of mind, and legacy.
The Three A’s of Sales:
- Attitude
- Approach
- Activity
The sales profession is not the issue itself; it is the attitude, approach, and activity that you have toward the sales process that impacts your understanding and experience of it. Sales Managers can only help you with your approach (product knowledge, phone scripts, sales cycles, sales process, and etc.) Your attitude and activity are the areas that only you can control. You can’t have an ordinary attitude and expect extraordinary results, or perform average activities and expect above average outcomes. Take massive action, keep improving your approach, maintain your positive attitude, and actively serve people by adding value to their lives every chance you get. Before your know it, the “sales” will take care of its self.
Here are the three major areas sales that you should improve and build on in order to succeed in sales.
1-Marketing
Marketing is getting people’s attention so every time they want to make a buying decision, they will remember you. "With a solid 'prospecting' system you will find people to present your products and services to; with a solid 'marketing' system, people will find you and want to learn about your products and services, whilst during this process your brand is born." For better understanding of marketing, refer to “Prospect to Prosper”
2-Presentation and Closing
No matter how much you know or how good you are with the product or service, it will not sell itself. The sales system is a process.
- Warm up and build relationships
- Ask questions and identify the needs
- Present the product or service
- Show the benefits
- Close and actively listen to any objections
- Warm down – continue to build the relationship and get referrals
You can read further about the sale process in “The Art and Science of Selling – Dispelling the Myths.”
3-Follow-Up
Sales without a follow-up system is incomplete. A structured follow-up system improves the retention, helps promote your brand, ensures your credibility, lowers the cost of marketing and builds loyalty. In order to have a No Excuses follow-up system, check out The Transformative Trio.
Sales is all about adding value, making a difference, and helping people. Someone is closing deals today, regardless of the weather, economy, politics, or any other excuses. The true definition of sales is service:
Selling is Serving
Serving people
Asking questions
Listening actively
Engaging the client
Supporting their decision
