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The prospect says no! If you never asked for the sale, never tried to close, you would never know the outcome ' and the sting of rejection does not last as long as eternal regret. A hero is a coward who just hung in there one minute longer. Top-producing salespeople kick their projected confidence into gear regardless of how they feel. Article: Even Big Chickens Can bring about Success Heroes and cowards feel the same fear. It is the stroke they take that separates them. The idea that we have to develop courage to succeed is ludicrous. Successful people take structure while they are afraid. Transferal of fear If you seem unsure of yourself, the customer picks up on it. (Have you ever any from a really sweaty salesperson?) Then the customer fears failure. He is he won’t get what he needs or your product will not perform as you’ve described. Credibility and projected confidence are cures for the customer’s fear. You can industrialize that credibility and confidence through testimonials: current customers telling her how well your product serves their needs. What you say beside your product is not enough. What others say is proof. Worst-Case Scenario No one sales call will make or replace your career. What’s the worst thing that can happen? The prospect says no! If you never asked for the sale, never tried to close, you would never know the outcome — and the sting of rejection does not last as long as eternal regret. A hero is a coward who just hung in there one minute longer. Top-producing salespeople kick their projected confidence into gear regardless of how they feel. Many great salespeople have stuffy big deals with great confidence … and then freaked out in the parking lot afterward. © Wynn Solutions 2005 Article Index: | 1 | 2 | 3 | 4 | 5 | 6 | 7 | 8 | 9 | 10 | 11 | 12 | 13 | 14 | 15 | 16 | 17 | 18 | 19 | 20 | 21 | 22 | 23 | 24 | 25 | 26 | 27 | 28 | 29 | 30 | 31 | 32 | 33 | 34 | 35 | 36 | 37 | 38 | 39 | 40 | 41 | 42 | 43 | 44 | 45 | 46 | 47 | 48 | 49 | 50 | 51 | 52 | 53 | 54 | 55 | 56 | 57 | 58 | 59 | 60 | 61 | 62 | 63 | 64 | 65 | 66 | 67 |
More Articles:1. Leveraging Yourself Up To Executives When Selling By Shamus Brown Summary: Management knows the answers to the "why" the business does what it does, and what the impact of change will be. As you ask more questions about why a new purchase is important and what the consequences of change or no-change will be, your lower-level people will be unlikely to answer all of these questions. Also, the greater the seniority of management that you bring in, the more he can discuss issues like your company's strategic dire… 2. Embrace Rejection - Every No Puts You Closer to A Yes Summary: Think about it, you can sell 100 raffle tickets for your child's school, sell chocolate bars for your church, or ask people to write a check for a good cause, but when it comes to asking people to give you a check, a big check how do you do?Often we do not ask because we project in our mind that the answer will be no, and for most people our biggest fear is rejection. In most cases depending on your product service and industry you may h… 3. How to Acquire More Leads By Don Pooley Summary: The most effective prospecting techniques were revealed in the August 1st, 2002, issue of TIP (URL at end of article) that resulted from a survey of financial advisors earning over $200,000 annually.Here's how they rated the following techniques: 100.0% for Referrals from clients, and non-clients 69.6% for Contacting clients by phone, or in person 60.9% for Seminars, teaching classes 60.9% for Speeches, talks to civic, trade, and sel… 4. 3 Forbidden Psychological Secrets That Force Prospects to Buy Summary: People want to know things that many others don't know. If you can give a solid reason for a particular action, people will have no doubts about what you say - there is simply very little room for doubt.Greed-------People are greedy - not only for food but for everything in life. Benefits are 'what people get' and features are 'what the product has'. In case of a mobile phone, people like to see the benefits like,* Can store over 200 pho… |