What is Sales Mind-Set ?
Listen Carefully, its very important:
YOU CAN HAVE BEST PRODUCT OR SERVICE IN THE WORLD, BUT IF YOU DON’T KNOW HOW TO SELL IT, YOU ARE SCREWED... I MEAN YOU HAVE TO LEARN HOW TO SELL.
Selling is a Noble purpose. I am not saying here that you do it for free. Money is important and everyone need money to fulfill the life's daily requirements. I mean to say you give Value for Value in Selling.
Imagine, you have developed a very good product or have a good service to offer, but if you do not have customers, then what is the meaning of having the product. It is very important to sell them. Right?
Now let me Ask this question to you:
- How do you THINK about selling?
- What comes to your mind with the word selling?
- What is your view point?
- How you view sales? And how you view yourself in sales?
I hear people saying I do not like selling. Selling is tough. Selling is telling lies. Selling is pushing hard. Selling is Pressuring people to buy. You need to have the Paradigm shift in the Mind-set.
Here also the principle of 80/20 is applicable. Sales is all about Mindset. Its 80 % Mindset and 20 % skills and Strategy.
So you need to have the Paradigm Shift, from negative to positive. You need to have the Mindset that "Sales moves the economy". Sales is the Back Bone of every company. Sales directly impact the revenue and profitability of the company. In turn it drives the economy of the nation. Every department in the Business evolves around the Sales. If sales is not happening, what Account department will do, what Manufacturing department will do, what software developers will develop, and what logistic department will do.
Remember, in sales you are moving the economy. Selling is not pressuring. If product is good, then you need not to pressure for sales to happen. Research and studies have shown that people do not like to be pressured for buying. And I strongly believe that somebody who do not have great product uses the tool of pressuring for selling.
So what is sales Mindset?
Let us take an example. You go to Hotel with family for Diner. You had a great experience there. You were greeted well by the Hotel staff and the ambiance was good. The hospitality was fantastic and you were served good food. The taste was awesome and what to say about Dessert. It taste one of its kind. You finished the Dinner and you were served with sweet Pan at the end and then you were escorted up to your car. Now what you will do? Absolutely, the next day you will be talking to your friends, relatives and other people whom you meet or telephone about your experience of eating in the hotel. You are going to talk about the food, dessert, hospitality, ambiance, personal touch and everything you liked about the eating experience. So, tell me, what you are doing? You are selling, you are selling on the idea that they should go and have the meal in that hotel.
Remember, sales is not about selling Mind-set, but Sharing Mind-set.
Everyone is selling. Selling on the idea or concept. You would have seen the child crying when she/he fells down while playing. She/he is selling, selling on the idea that she/he is hurt and tries to grab the attention of others. So selling is Grabbing the Attention. Also when child is hungry, he/she cries to bring to the notice of the Parent that he/she is hungry and need food. He/she is selling. Everybody is selling. If you are annoyed, you give the weird expression on your face to display your disagreement on the point of discussion. What you are doing you are selling on the idea that you disagree the point. Even the people who are not directly in the sales department are influencing and persuading others which is again selling. Sales is not selling, but it is Sharing,
Remember, Sharing is possible with Conviction. It is impossible to share with great enthusiasm, provided you are convinced about your product/service. That is the Sales Mind-set I am talking about. You are sharing with the utmost enthusiasm and conviction, which resonates well with the clients and sales happen. Enthusiasm is contagious and it gives the desired thrust to the customer for taking the decision to buy your product or service. People are always driven by the enthusiasm and confidence of the person dealing the product/service. You would have observed that the sales person who is very enthusiastic about his product make more sales that the person who is comparatively less enthusiastic in the approach. And Enthusiasm is displayed, if you are confident about the product /service and confidence comes with total clarity about the product/service you are dealing. Later on, in another article, I will be explaining you how to bring the total clarity about your product and services. I will show you how to position your service or product features and benefits so that you are not pushing your product/service, but just nudging. Remember, in sharing we do not push but gentle nudge. This will make you more confident and in turn more enthusiastic about your product and services.
Let us understand how our mind works. Here you have to understand 2 things, one is Awareness and another is Mind. Awareness is like a Bright Glowing Ball and Mind is like a Big Space with different segment in it like joy, happiness, food, sex, science, arts, and anger. It is a myth that mind moves here and there. Instead it is our awareness which moves here and there and wherever awareness goes in the Mind, that segment glows. You get Conscious about that area of Mind. So it is very important to bring the awareness of our product/service in the mind of the customers to get sales, and this can be very well achieved by sharing the various information about our product or services.
Hence it is very important to “Delete” the old paradigm, the old belief of what selling is. If you do not delete the –ve belief or view point you have about selling, than when you are in front of customer, you would be always thinking to yourself, “am I pressuring them”, or second guessing yourself, or you may be saying “am I pushing too hard” or “I should not be saying this” etc. The moment you start second guessing, you start hesitating. That gives the signal to the customer that you are not confident in what you are selling. It gives the feeling that you do not believe in your product/service. So it is very important to have the paradigm shift in your mind-set. Sales is not selling, it’s all about Sharing, not pushing but a gentle nudge.
Note here, enthusiasm is always demonstrated in your Voice and Body Language. You cannot display enthusiasm with dull voice and down posture. Also your dressing and grooming affects your confidence and enthusiasm.
Note: Mr. Paresh Bahuguna is the Sales Excellence Coach, Business Consultant and Motivational Speaker. He is writing a Book on "Business Booster" which will soon be available for open market. This article is from his Book.
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