It’s far too easy to put blame on the customer when they refuse to say “yes” and buy from you.
We’ve all had that feeling on more than a few occasions.
We can be quick to pass further judgment by saying the price wasn’t quite right or any number of other excuses, but that’s what they are — simply excuses.
The sales profession will always be one where we hear “no” far more often than we year “yes.”
If that wasn’t the case, then we have to ask ourselves if all we’re doing is taking orders.
The objective in sales is to help create opportunities from which both the customer and you can benefit. I like to say it’s about helping the customer see and achieve outcomes they didn’t think were possible.
What it comes down to is not the customer being the problem, rather we are the problem.
We let our own bias enter into the selling conversation, and we fail to allow the customer to have control. In the end, it’s our mind that drives the sale to a “no” and not the customer.
Let’s look at this from another angle.
Have you ever noticed how some salespeople get on a hot streak? Have you ever found how many times your sales come in waves? Why is that?
Yes, there can be factors in the marketplace that drive the timing of when people buy, but far more often than that, it’s your own mental outlook that drives sales.
If we allow ourselves to believe something is not going to happen, then many times it simply doesn’t occur. Conversely, if we take the attitude something is going to happen, it’s amazing how your outlook changes and you find a way to make it happen.
Is it any wonder how and why some salespeople are simply more successful more often? I’ll say it’s their outlook.
There are two things we can all do and MUST do if we want to be successful:
First, allow ourselves to only associate with other successful people. You become who you associate with. For some of you, it might mean having to separate yourself from some business peers who are simply negative all the time.
It might mean moving away from a long-time friendship. I can’t emphasize this enough as to its impact. You have to associate with successful people.
I could share with you countless examples from football where a positive quarterback almost wills the team to victory against all odds.
Second, allow your mind to be open to new ideas coming from successful people. Harvey Mackay has a great quote I’m very fond of: “Learn from the best if you want to beat the rest.”
I love that quote!
And here’s a great way to do just that…
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Copyright 2016, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. Mark Hunter is the author of High-Profit Selling: Win the Sale Without Compromising on Price.