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Sales: Moneypete's two cents worth
A sale is the engine that runs every business in the world. Obviously, without sales there is no business. Many people think that they’re not in “Sales” per se, but actually everyone who is in business is in sales! They may not deal directly with the customers, but they may have to sell stockholders or even employees on their ideas and transfer their feelings and excitement of their ideas. Sales are everything and everywhere.
America was built on sales. A lot of great ideas have been generated throughout the years, and someone had to sell that idea through to the financier and eventually to the public. Great ideas are always coming along, from the invention of the steam engine to the search engine with the sales force moving it forward to create amazing results for all involved.
For me, the sale is made in the mind before the call is made. The axiom, “If you think can, or if you think you can’t – you’re right” is absolutely true. I’d like to share with you my own personal story that made me realize that sales are made between your ears before you see the customer.
I had been in radio advertising for about two decades. Wanting a change, I decided to try television advertising. Going from radio to TV was challenging for me and I wasn’t sure how to sell TV commercials and all that went with it. The television station gave me some formal training, but I was still a little unsure of my ability. My sales manager gave me some great advice. This may sound corny to you, but he said for me to buy some Johnny Cash cds, relax, feel the cool confidence in the music and sell the campaigns to the clients. I did what he said, and felt that wonderful, cool and confident feeling as Johnny sang Folsom Prison blues, Ring of Fire and all the others. The confident feelings led me to make so many sales that I won the annual Top Gun sales contest and spent a glorious week on a cruise! That was a huge life lesson for me. Anyone can do it!
Oftentimes salespeople get a bad rap. Because of the “bad” salespeople out there, it often times puts the buyer on the defensive as soon as they walk in the door! Too pushy, abrasive or obnoxious. It shouldn’t be this way. Buyers don’t want to be sold, they want to buy. There’s a huge difference. I have found that when buyers have information from the salesperson, they make their decision based on your transference of feeling. You have to be motivated first! How do become one of the best in sales? First, know that you’re going to do it. Feel that cool confidence inside!
You can get great motivation from Zig Ziglar at www.ziglar.com which is one of my personal favorites. Or, just browse around MoneyPete.com sales pages to get inspired from many other great sales heros.
