Principles of The NEW Selling Mindset

There are three principles behind what I call the Unlock The Game? Mindset.?

1. Diffuse The Pressure?

Always be diffusing sales pressure. That’s what you’ll need to be thinking about in every conversation you have in your daily selling activities, whether it’s on the phone, face to face, or even in email. Traditional sales methods teach us to always be moving the sales process forward, which puts pressure on people - you and them. For example, at the end of a call with a potential client, or at the end of a meeting, you’ve been probably been taught you should either close the sale right there and then or schedule the follow up meeting to keep the ball moving forward. Doing this puts pressure on the other person to respond, especially if you don’t know the truth of what they are really thinking.?

Where to begin with this is “letting go” of trying to move the sales process forward and instead, taking out the pressure and giving your prospect the control by saying: “Where do you think we should go from here?”?

They will immediately view you as someone who genuinely respects what they are thinking and that will be the beginning of the trust-building process. Amazing things will start to happen to you when you start creating trust instead of driving toward the sale.?

[Hint: Stop trying to control the other person – his or her decisions or decision making – or the conversation or the sales process. Give up the desire to control. The more you try to control the other person, the conversation, or the sales process, the more the other person will resist you. Pressure then becomes inevitable.]

2. Get To The Truth?

Getting to the truth instead of just focusing on the sale is key. When I say “truth”, I mean discovering the truth of exactly what the other person is thinking. The language you use is very important because it has to contain words and phrases that create a deep connection. For example, when someone calls you and tells you that they’ve heard or read about what you offer and they’d like you to send them some information, there is very specific language that you can use to immediately build trust and get to the truth of what the other person really wants.?

First, of course, you’ll want to begin with the pressure-diffusing phrase: “That’s not a problem.” Then you can say, “Would it make sense if we first figured out what specific problems you are wanting to solve, that way I can know exactly what to send you?”?

That language re-engages the conversation into a two-way dialogue. So instead of delaying, waiting for the person to receive a “packet” from you, and then “following up” (which is an old school sales phrase you want to banish from your vocabulary immediately), you can immediately begin to reach your goal of getting to the truth by getting the other person to open to you because they can see you really care about helping them.?

[Become curious and interested about the other person’s world and the realities he or she faces or experiences. People love talking about themselves. See if the possibility of a sale exists. Don’t assume it does. If you assume it does, you will feel a need to control the conversation and the sales process.]?

3. Become a Problem Solver and Trusted Advisor In The Eyes of Your Prospects?

One of the key strategies to helping our clients make the shift to becoming a trusted advisor is helping them convert their features and benefits into what we call “Problem Statements”. Problem Statements are key phrases that describe your prospects problems so clearly, that stating them to your potential clients or customers is the trigger that connects them to you. You’ll immediately become a trusted advisor when your conversation is focused on solving their problem rather than pitching the future benefits of your solution.?

Feeling understood by others is what opens the door to creating authentic trust.?

[If I am genuinely interested in solving other people’s problems, I will not force a solution on them. I will understand their problems thoroughly before suggesting a solution. Like a good doctor who diagnoses before prescribing.]?

Unlock The Game?, a new sales mindset that overturns the notion of selling as we know it today. His personal insights on how to build trust between buyers and sellers continues to break new ground. Thousands of Business Owners worldwide have been transformed by his trust-based sales approach. Get access to the Free Masterclass at www.UnlockTheGame.com/Video and subscribe to this podcast or to be a guest on the show, visit www.UnlockTheGame.com/Podcast ?