Have you heard the saying, “If you can see it you can have it”? For me, this is the basis of successful sales, you have to be able to see the sale, the outcome of the sale and what will result from the sale before you even try sell. The absolute worst thing that you can do is go into a sales situation doubting. Take a few minutes before attempting the sale to correct your mental position if you struggle with this.
Mindfulness = the quality or state of being conscious or aware of something.
Mindfulness is a word that is being thrown around a lot lately too but did you ever considered using mindfulness for sales? Why wouldn’t you? Sales is all about people and the more we are able to be fully present and focus on the people we wish to sell to the easier the sale will be. Or perhaps not. You see, if you fully understand the person you are trying to sell to then you will also respect the fact that it may not be time to sell to them.
The ability to back off and not make a sale is as powerful as the ability to push for the sale. Tweet This!
I refuse to sell to someone who either doesn’t need what I am trying to sell or to someone who really can’t afford what I am selling. The only time I will sell to someone who can’t afford what I have to offer is when I know that I can help them make their money back and help improve their situation dramatically.
Next time you try to make a sale take some time to observe yourself and see what type of sales person you are.
Mindfulness in sales is not strange or some form of religious ritual. It’s simple about being fully present with the person and in the moment. There is nothing more off-putting than having someone talk to you with little eye contact because they seem to be distracted by everything that passes them by. Have you ever experience that? I know that I have had moments when I am trying to listen to someone and feel my eyes glazing over! Usually that happens when I am thinking about what they are saying but I can’t think and listen at the same time. And this leads me onto my next point. Pause.
Pause = interrupt action or speech briefly
Have you considered that if you are constantly talking then the person you are trying to sell too can’t think about what you are saying? So guess what response you will get at the end of your sales pitch? “Let me think about it!”
There is so much more to say about this fascinating subject and the good news is that sales is going to be my hot topic for all of 2017. Pop over to www.breakthroughsales.uk or book me to do a talk for your event or company.