Google+

Prepare Your Mindset Before The Sales Call

 

Prepare Your Mindset Before The Sales Call

By Dan Caramanico

 

Beliefs are more important to sales success than sales techniques or sales processes. Everyone knows that if you don’t believe in your product you will not be very effective at selling it. Not everyone knows why that is true. Part of it has to do with the fact that you will not be willing to stretch the truth by saying something is good if you don’t think that it is. But it is more important to understand how beliefs affect everything you say and how believable or effective your words are. It well established that we communicate more by our tonality and body language than we do by the actual words we say. One study showed that as much as 93 percent of communication is non-verbal. If you think about it we all learned to communicate non-verbally first because we did not know any words until we were about 18 months old.

What we believe will be communicated non-verbally whether we want to communicate it or not. For example, many salespeople believe that a client will not be willing to give them a referral. Suppose we train that salesperson to ask for referrals by teaching them what to say and how to say it. But, we do not address the belief that he has. When he goes to a meeting with a client and asks for a referral in exactly the way he was taught, the chances are that the salesperson will return home empty handed. The reason is that when he asked for the referral 7% of what he communicated was “please give me a referral” (more or less). However 93% was screaming out at the prospect (through his tonality and body language) “there is no way you are going to give me a referral”. His belief was not congruent with his words.

Before you go on a call you must get your mindset straight. If you are going to ask tough questions make sure you believe you have the right to know the answers or else the prospect will either refuse to answer or dodge you by dancing around the subject. If you are not sure your product is the right fit or is worth the money, then work on selling yourself first so that your beliefs can match your words. If you don’t, your tonality will try to “un-convince the prospect” in very subtle almost undetectable ways. If you have ever had someone from your company come in behind you and close a deal you failed to close and said to yourself “but how come he didn’t buy when I said that?”, now you know the reason. Before you go on a call make sure your mindset is congruent with what you are planning to do on the call. Click this link to watch a short video for more explanation.

 

To get more sales tips click here to sign up for the free OPTMAL SELLING™ weekly video sales tip.

 

Dan Caramanico is a salesforce development expert and he is the author of Attributes of The Optimal Salesperson® One of Selling power’s top ten books for 2010 and Optimal Selling, Sales Conversations of the Optimal Salesperson.

Entertainment

Prodigal Daughter Tries to Reconcile with Estranged Dad in Haunting Parable of Biblical Proportions

  The Levelling Film Review by Kam Williams Prodigal Daughter Tries to Reconcile with Estranged Dad in Haunting Parable of Biblical Proportions It's not very clear whether Harry Catto's (Joe Blakemore) death was a murder or a suicide. One thing's for certain, though. It wasn't merely a mishap, because nobody accidentally sticks a gun in his own mouth and pulls the trigger. The cops suspect that he killed himself, but his father (David … [Read More its Good for You.....]

Books

The President’s Kitchen Cabinet

  The President's Kitchen Cabinet The Story of the African-Americans Who Have Fed Our First Families, from the Washingtons to the Obamas by Adrian Miller University of North Carolina Press Hardcover, $30.00 292 pages, Illustrated ISBN: 978-1-4696-3253-7 Book Review by Kam Williams “[This opus] vividly tells the stories of the African-Americans who worked in the presidential food service as chefs, personal cooks, butlers, stewards … [Read More its Good for You...]

Art

The Day After the Day Of

  The Day After the Day Of by Paul Ilechko   The sky sheds its tears. This morning is the morning of the day after. The day of mourning, the day after the day of.  I beseech the sky to shed tears in order to wash away the tears on my face.   This is the first day of the time after. This is the beginning of a new time, the days of pain, the days of sorrow. We are in mourning. The sky looks down and sheds its tears for … [Read More its Good For You...]

Real Estate

History Being Sold to the Highest Bidder

  History Being Sold to the Highest Bidder by Amy Lignor   For the longest time, scientists and archaeologists have been confused and bemused by various discoveries they’ve unearthed that offer little or no explanation as to the who, what, and why of the people who created these things or left them behind. Even now, in 2017, there are discoveries being studied; stories that were once legends now have actual bits of proof being found that … [Read More its Good for You.....]

Lifestyle

2017 Hobbies That Bring You Serenity

  2017 Hobbies That Bring You Serenity by Amy Lignor   Origami. Memory albums. Quilting. What do these have in common? Well, at one point or another in time, they have represented the “hottest” hobbies in the United States. Taking up hobbies are not only a fun thing to do for the “artistic/creative” type, but they also help to reduce stress. Even the AMA has cited the fact that taking up a hobby can produce a calming environment … [Read More its Good for You...]

Outdoors

Lowrance Continues to Dominate After 60 Years

  Lowrance Continues to Dominate After 60 Years  For six decades, the iconic brand Lowrance has led the fishing and boating industries in product innovation and customer service, supported professional anglers around the globe and dominated the tournament trail. But how did it all begin? Founded by Darrell J. Lowrance, the company revolutionized the fishing industry with the design and manufacture of the original FISH LO-K-TOR – the … [Read More its Good for You...]

Sports

Will NASCAR Theatrics Bring Back Viewers?

  Will NASCAR Theatrics Bring Back Viewers? by Amy Lignor   For any of the millions who once watched ABC’s Wide World of Sports and heard the words “the thrill of victory and the agony of defeat,” they remember the footage of a skier’s crash when it came to the “agony” side of things. Everyone knew that sight was a fact – a video that was absolutely real. Nowadays, however, it seems that more and more sports are “making up” shots that … [Read More its Good for You...]

Business

How Are Retail Sales in 2017?

  How Are Retail Sales in 2017? E-Commerce Reigns by Amy Lignor   Despite consumer uncertainty, as well as a very sluggish beginning to 2017, the U.S. retail sales industry is projected to increase 4% this year. Headlines show that many retailers and companies posted “soft” holiday sales to end 2016, which caused some notable retailers to either cut jobs or close stores as a result. However, when it comes to 2017, the National … [Read More its Good for You...]

Travel

Where to Vacation? Go Big or Stay Home!

  Where to Vacation? Go Big or Stay Home! by Amy Lignor   We speak about luxury vacations, budget vacations, vacations that are fun for the kids, and many more areas of travel at this time of year. But there is also a category that many do not touch upon because they “assume” it is far too difficult for those on a budget to be able to enjoy these jaw-dropping wonders. However, whether you are a backpacker looking to “become a … [Read More its Good for You...]

Green Living

Creating the Perfect Vegetable Garden

  Creating the Perfect Vegetable Garden by Amy Lignor   Many are still dealing with that wintery mix Mother Nature just loves to toss down from the sky this time of year. Yet, that gardener living inside the soul – the one just dreaming of the sunny skies and lazy rainy days that are must-haves in order to grow the best vegetables possible – is already jotting down the facts, tricks and tips they need to know in order to make that … [Read More its Good for You...]