Google+

SELL YOURSELF FIRST

BECOMING THE OPTIMAL SALESPERSON®

By Dan Caramanico

 

SELL YOURSELF FIRST

Your beliefs make all of the difference on a sales call. Generally, when people bring up this topic they are talking about believing in your product. I take belief in your product as a given. If you don’t believe in the product or service you are selling, there is no way you will be able to convince a prospect to buy it. I am not talking about belief in your product here. What I mean is that your mindset has to be properly aligned with what you are trying to accomplish on the sales call if you are to be successful.

Let’s take a first call for an example. Usually on the first call the goal is to qualify the prospect to see if it makes any sense for us to pursue this prospect. Let us assume that our sales process demands that we discuss money after we determine that they have a problem we can solve. In that case, we must make sure that before we go on the call that we are convinced that we have an absolute right to ask how much the prospect wants to spend and we must expect to get some indication of the size of the project in monetary terms. The reason our mindset is important is that 93% of what we communicate is non-verbal and comes through our tonality and body language. Our belief and our question must be in alignment or we will not get the answer we are looking for and that we deserve.

Let’s just say that we have a weak salesperson that goes on the sales call and knows he must ask the money question. However, he doesn’t believe the prospect will tell him. After all, when he is the buyer he never divulges how much he was planning to spend. But since his boss wants him to ask, he asks. “So, Mr. Prospect about how much do you plan to invest in this project?” I can’t convey the tonality with the written word but if his belief is that they won’t tell him his words may say “tell me” but his body language and tonality will say “there is no way you are going to tell me.” the words are worth 7% and the non-verbal part of the communication is worth 93%. What do you think happens? That’s right the prospect says “I’m sorry I can’t tell you.” or “Gee, we really haven’t thought about it in detail yet.” Both statements are half truths at best. The weak salesperson says to himself. “See I knew he wouldn’t tell me. Those sales techniques never work.” And he has another data point to reinforce the belief he went into the call.

The optimal Salesperson® believes he has a right to know how much the prospect is thinking of spending so that he can be sure they are on the same page. if he is at first rebuffed when he asks he has other moves he can make and won’t leave until he gets a number. The actual words are not as important as the belief that the prospect will tell him. When you are totally congruent (meaning that your question and your beliefs align) the prospect will answer the question. So if you are not getting the answers yo want to the questions you ask maybe its your beliefs that are the problem. Your first task is to sell yourself on the idea that you have a right to know the answer.

Dan Caramanico is a salesforce development expert and he is the author of The Optimal Salesperson® One of Selling power’s top ten books for 2010. Get his weekly 1-minute video sales tips and some free sales training at:   http://www.optimalsalesperson.net/affiliate.html?w=OSP001&p=D004

REQUEST INFORMATION

Entertainment

For movies opening August 18, 2017

  OPENING THIS WEEK Kam's Kapsules Weekly Previews That Make Choosing a Film Fun by Kam Williams For movies opening August 18, 2017 BIG BUDGET FILMS The Hitman's Bodyguard (R for graphic violence and pervasive profanity) Unlikely-buddies comedy about an ace bodyguard (Ryan Reynolds) who grudgingly helps a notorious assassin (Samuel L. Jackson) negotiate a dangerous gauntlet en route to the Hague where he's set to testify in 24 … [Read More its Good for You.....]

Lifestyle

The “King” Will Take Center Stage at the 2017 Wildlife Conservation Expo

  The “King” Will Take Center Stage at the 2017 Wildlife Conservation Expo by Amy Lignor   Each and every year the Wildlife Conservation Expo is held to address situations out there that are harming our world and its animal inhabitants. This time around, WCN’s annual Fall Wildlife Conservation Expo in October, will be focusing on various issues, but it is the King of the Jungle who will be taking center stage. For those who are … [Read More its Good for You...]

Outdoors

How Bassmaster Pro Edwin Evers Adjusts the Auto Settings on His Sonar

  How Bassmaster Pro Edwin Evers Adjusts the Auto Settings on His Sonar  by Edwin Evers When it comes to electronics, a question I get asked a lot is, “How do you customize your fish finder settings at the beginning of a day on the water?” The short answer is, “I don’t.”   You might think that a guy who makes his living with a rod and reel and who’s always looking for ways to tweak a lure or find a stronger knot would spend a … [Read More its Good for You...]

Sports

College Football Arriving Soon!

  College Football Arriving Soon! by Amy Lignor   Ask any college football fan and they will tell you that it seems like an eternity waiting for the season to begin. But, have no fear, the kick-off to the college season is almost here, with Colorado State and Oregon State hitting the field on Saturday, August 26th at 2:30 p.m. ET. On the same day, fans of Oregon State and Colorado State will see an active match-up, and Portland … [Read More its Good for You...]

Travel

Going Back in Time on the Ultimate Steamboat Vacation

  Going Back in Time on the Ultimate Steamboat Vacation by Amy Lignor   Many people love taking a cruise. But it is the river cruise on that glorious steamboat that not only offers all the benefits a big ocean liner offers, but also creates a more personalized, intimate vacation experience. It is a unique recipe: being able to witness stunning landscapes, mixed with amazing history, while dining on acclaimed regional cuisine and … [Read More its Good for You...]

Real Estate

Real Estate: Refinancing Rates on the Rise in 2017

  Real Estate: Refinancing Rates on the Rise in 2017 by Amy Lignor   The term ‘meteoric rise’ usually applies to something fun. Think: A Hollywood actor who has been ‘discovered.’) Unfortunately, when it comes to this article, ‘meteoric rise’ is something that will not bring a smile to one’s face. To put it simply, if you wish to refinance your home, you need to do it ASAP. If choosing to wait too much longer, homeowners across the … [Read More its Good for You.....]

Business

Umbrella Insurance: The Safety Net You Need

  Umbrella Insurance: The Safety Net You Need by Amy Lignor   The realm of insurance is just about the most difficult maze to get through. Each and every day it seems the financial and insurance industries are changing. What is not changing, however, is the fact that lawsuits fill up the courts more and more – lawsuits that award cash to third parties even if you don’t happen to have that cash saved. More and more, the words “umbrella … [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...]

Books

Book of Black Heroes

  Book of Black Heroes Political Leaders Past and Present by Gil L. Robertson, IV Foreword by Myrlie Evers-Williams Just Us Books Paperback, $12.95 80 pages ISBN: 978-1-933491-21-9 Book Review by Kam Williams “The first African-American political leaders began to serve following the Civil War...Known as Reconstruction, this period represented a window of opportunity for African-Americans... Many [Black] political leaders emerged … [Read More its Good for You...]