The 3 basic areas all salespeople forget about.
Experience is a hard teacher because she gives the test first, the lesson afterwards. ―Vernon Sanders Law
Have you ever wondered why person A could close more sales than person B??
One thing you need to understand is that anyone can learn sales no matter what background or experience you have, the challenging part of this career path is that, mastering the basics of the sales process.?
You probably did some research and watched some good videos but, the big mistake you made, was jumping straight away to what that person was doing to generate results fast by thinking it would work and you learned the hard way that it didn’t but now, you don’t understand why.?
Don’t worry, you’re not the only person and what I like to do is share with you some experiences I have learned to help you improve results. I will just cover some of the basics to help you with your day-to-day sales mindset.
Trying to learn how to ride a bicycle without one
In school when you had maths or science lessons, you said to your classmate “why are we learning this, it’s not like we going to use it in future” and you’re probably right but the point was, being able to learn how to problem solve something. It’s easy to copy and paste and when it comes to solving a challenge or overcoming an obstacle, you’re struggling because all you know is how to copy and paste.
Sales is a continuous process of learning, that’s something 90% of salespeople forget and not growing their potential so now you need to write this down and remember that “ The minute you stop learning, you stop earning” Don’t assume you know everything, always be a student.
What is ABC day?
You probably had an amazing day generating meetings or sales and the next day you thought it will be the same way, however, you got a classic doughnut a.k.a “Big Fat Zero”. It is very frustrating when that happens but it is a learning curve and if you can’t understand this then you will find it very difficult to get results.?
A lot of people expect to get results instantly after sending the first email or having their first cold call, the reality is, sales have massively shifted and if you’re after their money, you won’t get any.
Let’s break the ABC day
Please understand that, you don’t know what day you will have and what happens is, you see you not getting early meetings or sales booked and slowly you’re losing attitude, the next thing you notice is that your buddy next to you or across the room just booked 3 more deals, now you’re annoyed because, why them and not you???
I have been in your shoes when this happened and the reason is that I assumed that I know now how to do sales and how this works which wasn’t true and I got a classic doughnut. Don’t assume something, every day is a new day, and don’t worry about what others are getting.
Now you see me, now you don’t
I don’t know about you but I like magic shows and tricks, why? Is entertaining but it can teach you how easily you can create an illusion that your mind draws attention to and, it becomes hard to change your perspective. This relates to sales because, when things don’t go our way, we look to blame others or something around us without taking a step back and thinking about why this is happening.?
The reason why is that, you don’t know how to protect your attitude and you lose it way too quickly what you don’t realise is what happens behind the scenes, is negative thoughts are building up because, someones else go results faster than you, more sales or is at the top of their game. When that happens it’s called the “Law of Attractions”, now, this is really powerful stuff, so how does it work??
When you think positively, positive things start to attract you but when you think negatively, negative thoughts are attracted to you. He is one thing you need to take to count is, you could be a very positive person and having a great day but someone in the room starting to talk negatively like, the weather is bad and I don’t like it or, my computer just rebooted themself.?
This can trigger something at the back of your mind without you knowing that it even happened because this can randomly click in 2 weeks after. You need to separate yourself from others by understanding that others will lose attitude at some point, results don’t always come the same way and every day you will learn something new.?
What’s next?
Keep learning and asking people questions to learn from their experiences. The more you talk to others, the easier will be to create a conversation with a cold prospect. Have an open mind and not be scared of making mistakes, you can’t learn something without doing wrong first.?
Every day is a good day.