This is an excerpt from Jenae's new book, Stress-Free SellingTM) - The 7 Steps to Successful Sales, which is being written as you read this.
There's nothing moronic about it! What's moronic is that we make sales hard. At the end of a one day program, JD, the Director for a $38 billion division of a financial company said to me, "Jenae, Stress-Free Selling is easy." To which I replied, "Imagine if it were difficult! Sales is hard enough. . . It's a shame we make it hard!!!"
Some people think their problem is, "The market's really tough right now" or "My competitors are cutting their prices so much, we can't match them" or "You don't understand my industry, Jenae. Price is the only thing that matters." I've heard this from people in every industry in every size. Everyone thinks the problems are outside themselves.
In 1980 when I joined International Publishing Company of America, the airline industry was being deregulated. Inflation was at an all time high (18% interest), and everyone was crying wolf. But, fresh out of college, with no sales experience or training, I blew the doors off sales to the highest level the company had ever seen. How can that be?
There are several reasons. The first of which is to believe. If you think you can or you think you can't, you're right. My first business lesson was that I could succeed when I wanted to. . . and fail when I wanted to. I didn't want to fail. What about you?
When you believe, in every cell of your being, that what you are selling is absolutely perfect for the people you are trying to do business with, they will believe. When you have doubts about the value of your product, the price of your product, or anything else, prospects are going to sense you doubt and buy your doubt rather than your product. People buy because you believe not because they believe. So believe in every cell of your being in what you are selling. If you don't figure out how to, or find something else to sell.
The reality is you can sell without discounting, to more people, more easily and more often. . . regardless what's happening in the market. Of course you can help yourself. The way I learned to sell was by listening to sales cassettes, reading books and going to seminars. Then I implemented what I learned!
You wouldn't build a house on a shaky foundation, but many sales calls are made without preparation and ground work. Sure your house may stand for a little while, but if the base is not well set, it's sure to fall, and you'll have difficulty living in it for a long time. Well, it's the same with sales. Before we approach someone, we need to create a good foundation.
Here's to Stress-Free Selling,
Jenae Rubin
Jenae@SalesPowerhouse.com
954-290-9896
No comments:
Post a Comment