The Single Greatest Sales Skill … Ever!
Chase 10 rabbits at one time … you go hungry! Focus on CCE
Change your thinking … change your life.
From "I can't" to "I can AND this person wants to help change my life for the better!" Is the message to market match.
Stay focused on the truth not the presenter!
Life is like a combination lock … I have 3 of the numbers, I'm on a search for the person with the 4th number!
Tone of voice
What they say they want and what they really want
Positioning are you begging, bragging, or bringing good services & products
How you view their world (gatekeepers as a hindrance or a help)
How you use time (with wasted words, social niceties, concrete steps or profitable concepts) Values the same as theirs or different
You know sales is all about words-and you want to find those precious few, spine tingling words that'll compel the decision-maker to call and invite you in for a face-to-face meeting!
You know clients are all about answering the unspoken question, "What's in it for me if I do business with you?"
You've got the ability capture and hold each prospect's attention with a knock-their-socks-off benefit statement that you can count on to:
- Give you the results you want, potentially lucrative appointments with real decision makers;
- Blast you past the gatekeeper and get your meeting inked into the decision-maker's calendar;
- Get "Top Dog" prospects to call you back when you leave a voice mail message.
- That'll compel the decision-maker to invite you to the hallowed halls of the executive suites for a face-to-face meeting.
- Create so much anticipation that your prospect is really, really glad to see you when arrive for your appointment.
- Redirect your prospect's objections with effective terminology that is non-threatening and non-selling. Work for you, even on the days when you don't feel like cold calling!
Funny how you don't hear much about this mind-blowing, powerful skill.
You hear a lot about big sales that have been made. You hear a lot about how so and so did such and such. And even more about using tips, tools, and techniques to get your foot in the door … but you don't hear about the single most important sales skill.
When you get right down to it, it is more of a character trait than a skill.
Self-control vs self-indulgence: instant obedience to the initial promptings of god's spirit Rejecting my own desires and doing what is right in all areas of my life
Warning! Ignoring this trait will cost you … big time.
No kidding. This one trait is responsible for success in losing weight and success in sales.
In my youth I served in ministry. Among the young people I hired to help out were two obese young women.
Weight was not the problem. Their poor character traits that led to them becoming obese, however, were a big problem.
One of the girls went so far as to have her stomach stapled – almost killed her, but she went through the process and then lost 100 pounds or so then put it all back on and then some … this time stretching what was left of her stomach beyond belief. She still felt completely helpless saying, "Nothing will work for me."
I had the same sit down talk with her that I have with many sales professionals today.
You control your decisions and within those decisions is your destiny.
Those girls were always late. They talked throughout the day to mothers and friends – claiming "They called me there is nothing I could do!" They spent their money on all sorts of food and justified they purchases by buying for everyone in the office – as though theirs was an act of generosity-ignoring the act of gluttony.
Same sort of poor character plays out with sales professionals who say to those who are trying to teach them, "Your stuff won't work for me … my circumstance is unique" … I wanna smack ‘em and say "wake up!" you're getting million dollar secrets here-don't throw ‘em away!
Or they whine, "The gatekeepers won't let me through." Truth is, you and I wouldn't let these whiners through either. Never occurs to them their own words keep them locked out.
Then, there are those who bellyache, I make 100 dials a day and don't schedule more than one meeting.
Man, I'd get depressed with numbers like that. But it is in there character to put up with painful circumstances and to put the blame on anyone and everyone else rather than to grab the bull by the horns, own their responsibilities and ask, "What could I do differently that would bring me more success?"
Self-control is key. Changes your focus from "ain't it awful" to "what can I do to do to make it better?"
Questions change to "What does this person have to say that I can latch onto and incorporate into my own secrets to success?" "What words does the gatekeeper need to hear from me to warrant inviting me into the executive suites?" "How can I leverage my limited ‘smile and dial' time into many, many appointments with decision makers."
From circumstances controlling you to you controlling the circumstances. From reacting to responding. From self-indulgence to self-control.
The greatest skill for sales success … ever is this. Examine every area of your sales process and honestly ask, "Where do I need to make the move from self-indulgence to self-control?" Then, take the necessary steps to make that move.
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ABOUT THE AUTHOR
Forward this article to friends-they'll thank you for it!For your mini-course “Jealously Guarded Secrets to Cold Calling Company Presidents” visit http://www.ColdCallingExecutives.com ! Or call Cold Calling Expert, Lead New Business Development Coach, Leslie Buterin (like butterin’ bread) at (816) 554-3674 9-3 CST (that’s Kansas City/Chicago Time)