Boost Sales

Because the responsibility of convincing and influencing is assumed willingly by the prospect ne

Most the marketplace people will tell you that selling is not their favorite activity. Let’s explore a way to look at the process of sales a bit more favorably.

Whether we like it or not---“we’re all in sales”. Most of us have an internal dialogue thereabouts both selling and shutting that is less than positive. Most of us respond to the sales portion of our activeness hoping we’re not “coming off like a salesman”.

Most of us hate to be sold to. Most of us have to sell to live. Most of us realize that in order to keep our utility afloat, we need to sell. I suggest that you give up that need to sell. Please notice that I didn’t ask you to give up the care to sell but rather the need.

The hardest time to do any is when you need to. In the revised edition of his book “Man’s Search for Meaning”, the noted psychiatrist and inspirer Victor Frankl conceived the term “Paradoxical Intentionality”. He defines “Paradoxical Intentionality” as “The twofold fact that fear brings approximately that which one is chicken of, and that hyper-intention makes impossible that which one wishes.”

In other words, if you need to do something it makes the task much more difficult. Frankl’s thesis can best be illustrated by an example with which we all can identify:

The last time you needed to get to sleep since you had something important to do the next morning… how easy was it to get to sleep? The last time you needed to stay light up for the end of a film… how easy was it to stay awake?

So I repeat… give up the need to sell. Be loyal 150% to making the sale but blench built for comfort tied to the “outcome” of making the sale. This is contrary to what many of us have been taught. However, if you view yourself as a “problem solver” rather than a “maker of sales” this concept will make much greater sense.

I define a problem as, “something that exists when there is a difference needle what you have and what you want.” My definition of proceeding is, “The qualification to solve other people’s problems and get compensated for it”. Closing is “the talent to create an environment in which the prospect comes to the conclusion that our product or service will solve his/her problem.”

Based on these definitions our job becomes a process in which we first uncover whether the prospect has the type of problems our motion solves. Next we have to find out if the prospect truly believes that a problem exists (and it’s important to let the prospect be the judge.) If the prospect believes that there is a problem and that the problem is likely to consideration monetary or emotional sacrifices, he or she will be open to having someone who can be trusted help solve the problem. In other words, the prospect begins to populous the deal.

Your prospect will set up to convince and influence you that there is a need for your help. He or she will naturalize the source of the sales presentation and the close. As fro sounding as this may seem… it’s really the way it works.

Because the responsibility of convincing and influencing is in progress willingly by the prospect nearly all of the stress and negativity we cooperate with selling literally disappears.

Use this entrance to selling and you’ll see a big difference. Instead of a day filled with trying to sell things to people, you will get to solve people’s problems. This is a much more enjoyable way to close in the selling part of your business.

In summary… give up the need to sell and think of yourself as a magical problem solver.

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