We recently witnessed an historical event during our presidential election and Change was the mantra but I think we all lost sight of what really caused this to happen. It was Belief! If we think about it for a second (maybe a little longer) we realize that change takes place with or without us... it's like time and we cannot stop it. Belief (on the other hand) is ours to apply or deny as we choose.
I recently began conducting a tactical cold calling campaign for a new client and the other day we were sharing some perspective on the calling and the imminent success of the endeavor. One of my first remarks was that "the time has come..." for their service and that I am excited and enthusiastic to be involved. In response, Bill stated, "... this is a great fit because you believe." (paraphrased) In an instant, a question hit me that would not let go...
Why do so many cold calling efforts fail? More importantly, why do many sales efforts fail and/ or stall out?
Anyway, back to Bill's thought process... the whole idea was that my belief matched their belief and so the rest would be academic. Onward to success! Is it that easy? I believe it is...
Later in the day, I began reading from one of my favorite books of all time- "The Master Key to Riches" and the answers poured out over the pages. One of the early chapters (Chapter 3) details the necessity for "definiteness of purpose" as a foundation for any successful endeavor and I began to think about what this means in sales.
The primary ingredient of "definiteness of purpose" (in my opinion) is Personal Belief that we have all the essential faculties to be successful; such as a sound (and open) mind, a willing spirit, a positive attitude, a consistent and persistent action (work) habit and a committed burning desire. That is to say, any skill can be learned if we set our mind to it, any obstacle can be overcome through faith, every situation has a bright side and a dark side, (we have to choose) action through hard work cures all (the "smart" work is in the sound and open mind) and quit cannot stand in the face of commitment.
This Personal Belief allows us to fix our mind, heart, soul and body to the achievement of a thing at all cost! Belief in others (their personal philosophies, principles, products, ideas, etc.) and a higher power of Infinite Intelligence (mine happens to be God) are equally essential but I think it all starts with us.
I am interested to hear/ read what other sales professionals think about this subject and would be encouraged to receive responses from anyone who would like to weigh in.
Do you believe... do you really believe?
Showing posts with label cold closing. Show all posts
Showing posts with label cold closing. Show all posts
Tuesday, November 11, 2008
Tuesday, October 7, 2008
I am not a genius but Brian Tracy might be...
I am often amazed that people think I possess some special magic in order to be successful cold calling... excuse me- Cold Closing; but I am quick to point out that my attitude and beliefs are merely products of much reading, action, positive expectation and consistent follow through. I have long been a fan of Brian Tracy and have read a few of his books but recently I was researching information on the web and ran across this excerpt from one I have yet to read- 24 Techniques for Closing the Sale. Needless to say, wisdom like this is what keeps me firmly focused on the developing the Cold Closing Attitude everyday!
Enjoy, learn and weigh in with your comments.
Attitude Versus Aptitude By Brian Tracy Apr 1, 2004, 10:51
Use The 80/20 Rule
The 80/20 rule is as applicable to individual salespeople as it is to a large sales force. Fully eighty percent of your success as a salesperson will be determined by your attitude and only twenty percent by your aptitude. Some people feel that attitude is ninety percent of success in all human endeavors involving other people, but we can quite comfortably use eighty percent as a figure for the purposes of this book.
Develop A Positive Attitude
A positive mental attitude, or a constructive and optimistic way of looking at yourself and your work, goes hand in hand with sales success in every field and in every market. The development of this unshakable attitude of cheerfulness and enthusiasm is your springboard to greatness as a salesperson, no matter what is going on around you.
Learn Your Product Well
The twenty percent of sales effectiveness that comes from product knowledge and professional selling skills is terribly important as well. It is only when you are thoroughly knowledgeable about what you are selling and thoroughly skillful in your ability to present it effectively that you develop the calmness and confidence upon which a positive mental attitude depends.
Upgrade The Quality of Your Thinking
The quality of your thinking determines the quality of your life. If you improve the quality of your thinking, in any area, you improve the quality of your life in that area. By using your mind, your ability to think, you become a creator of circumstances rather than a creature of circumstances. You move from being powerless to being powerful. You determine everything that happens to you by the way you think about it, in advance. You may not be what you think you are, but what you think, you are!
Change Your Inner Attitudes of Mind
The most rapid and positive changes in your personality and your sales results come about when you change your thinking about yourself and your possibilities. When you reprogram your subconscious mind so you feel a sense of unshakable optimism and self-confidence, every part of your life begins improving immediately. As William James of Harvard wrote in 1905, “The greatest revolution of my generation is the discovery that individuals, by changing their inner attitudes of mind, can change the outer aspects of their lives.”
Expect The Best
The very best salespeople have an attitude of calm, confident, positive self-expectation. They feel good about themselves and they have absolute faith that everything they are doing is contributing toward their inevitable success. They are cool, relaxed, happy and cheerful about their lives and their careers. They know, deep in their hearts, that they are good at what they do, and their customers know it as well. Often, their customers decide to buy from them even before they've made a sales presentation or described their product or service. They are the champions, or superstars, of selling everywhere, and you can be one of them by developing the same attitudes and attributes that they have.
Action Exercises
Here are two things you can do immediately to put these ideas into action:
First, resolve today to develop and cultivate an attitude of calm, confident, positive expectations towards yourself, your customers and your career. Expect the best!
Second, take complete control of your thinking and concentrate on the solution rather than the problem. Look for the good in every situation. Be positive and cheerful, no matter what happens.
Enjoy, learn and weigh in with your comments.
Attitude Versus Aptitude By Brian Tracy Apr 1, 2004, 10:51
Use The 80/20 Rule
The 80/20 rule is as applicable to individual salespeople as it is to a large sales force. Fully eighty percent of your success as a salesperson will be determined by your attitude and only twenty percent by your aptitude. Some people feel that attitude is ninety percent of success in all human endeavors involving other people, but we can quite comfortably use eighty percent as a figure for the purposes of this book.
Develop A Positive Attitude
A positive mental attitude, or a constructive and optimistic way of looking at yourself and your work, goes hand in hand with sales success in every field and in every market. The development of this unshakable attitude of cheerfulness and enthusiasm is your springboard to greatness as a salesperson, no matter what is going on around you.
Learn Your Product Well
The twenty percent of sales effectiveness that comes from product knowledge and professional selling skills is terribly important as well. It is only when you are thoroughly knowledgeable about what you are selling and thoroughly skillful in your ability to present it effectively that you develop the calmness and confidence upon which a positive mental attitude depends.
Upgrade The Quality of Your Thinking
The quality of your thinking determines the quality of your life. If you improve the quality of your thinking, in any area, you improve the quality of your life in that area. By using your mind, your ability to think, you become a creator of circumstances rather than a creature of circumstances. You move from being powerless to being powerful. You determine everything that happens to you by the way you think about it, in advance. You may not be what you think you are, but what you think, you are!
Change Your Inner Attitudes of Mind
The most rapid and positive changes in your personality and your sales results come about when you change your thinking about yourself and your possibilities. When you reprogram your subconscious mind so you feel a sense of unshakable optimism and self-confidence, every part of your life begins improving immediately. As William James of Harvard wrote in 1905, “The greatest revolution of my generation is the discovery that individuals, by changing their inner attitudes of mind, can change the outer aspects of their lives.”
Expect The Best
The very best salespeople have an attitude of calm, confident, positive self-expectation. They feel good about themselves and they have absolute faith that everything they are doing is contributing toward their inevitable success. They are cool, relaxed, happy and cheerful about their lives and their careers. They know, deep in their hearts, that they are good at what they do, and their customers know it as well. Often, their customers decide to buy from them even before they've made a sales presentation or described their product or service. They are the champions, or superstars, of selling everywhere, and you can be one of them by developing the same attitudes and attributes that they have.
Action Exercises
Here are two things you can do immediately to put these ideas into action:
First, resolve today to develop and cultivate an attitude of calm, confident, positive expectations towards yourself, your customers and your career. Expect the best!
Second, take complete control of your thinking and concentrate on the solution rather than the problem. Look for the good in every situation. Be positive and cheerful, no matter what happens.
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