By Mark Hunter –
It’s way too easy to put blame on the customer when they decline to say “yes” and buy from you.
We’ve all had that feeling on more than a couple of instances.
We can be quick to pass additional judgment by saying the price wasn’t just right or any number of other excuses, but in the end that’s what they are — simply excuses.
The sales profession will always be one where we hear “no” far more frequently than we hear “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 develop opportunities from which both the customer and you can benefit from. I like to say it’s about helping the customer see and achieve results they didn’t think were possible.
What it boils down to is that the customer isn’t the problem, but instead 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 a different perspective.
Have you ever observed how some sales people develop 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 let ourselves to believe something is not going to happen, then many times it simply doesn’t happen.
Alternatively, if we believe 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 connect 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 longtime friendship. I can’t emphasize this enough as to its impact. You have to associate yourself with successful people.
I could share with you numerous 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!
Mark Hunter is a speaker, sales trainer and author of HighProfit Selling: Win the Sale Without Compromising on Price. He has 18 years of experience in the sales and marketing divisions of three Fortune 100 companies, before he became an independent consultant. He is for his recognized cuttingedge thought leadership, entertaining value and actionable strategies.