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The Closer Frame of Mind

Submitted by:

CSRushing

about 1 year ago

2 articles submitted

Have you gotten into a new selling field?  Are you struggling to make your first sale?  Or simply make the next one?



I'm not going to give you a magic script that works all the time; no one can.



I'm not going to give you a magic prospecting formula so that all your prospects (I know, dirty word these days, but whatever) are happy and receptive when you come a-callin.



What I will do is give you a mental process by which you can replicate your past successes from other selling fields into your new one.  This is a work in progress, and written as much for myself as it is for you.



As background, I've sold everything from Kirby vacuums to websites, and never really had any problems selling until fairly recently when I started working for a merchant processing firm (you know, credit card swipers, the service, etc.).  Suddenly, I found myself unable to sell a blessed thing.



I finally sat and pondered my sitution until I struck on what seemed to be the problem- my own mindset.  You see, when I was selling Kirbys and whatnot, I had a certain frame of mind (call it a success mindset if you want) that allowed me to walk into a stranger's home or place of business, and within about an hour and a half walk out with a contract or check, a new friend, and a nice commission.  So what had changed?  Why was I struggling to do that which was so easy before?



My approach was similar, so that shouldn't be a problem.



My dress was similar, so again, not a problem.



Hell, I actually knew half the merchants I was calling on, so warm lead/cold lead was not the issue.



Then I used the simple trick that I'm about to describe, went out, and voila, my first contract in less than an hour and with the first person I spoke with.



I thought about how I perceived these people I was calling upon.  I realized that, mentally, I was putting them on a sort of pedestal.  I felt they who were business owners and CEOs were somehow above me.



And how did I see the people I easily sold prior products to?  Equals.  I knew that I offered a valuable product or service, so I felt no compunction against asking for the order.  I felt no qualms about assuming the sale and filling out an order form.  I felt no problems with walking out the door a while later with cash in hand.



So my challenge to you is simple: How do you see your customers?  Do you think that you're a lower entity than a CEO?  You're not going to sell him a thing if you do, except the occasional pity contract.  Do you feel you're doing your client a service by being present?  Or the other way around?



Here's a technique I've found useful.  Think about a previous success in sales.  How did you feel while giving your presentation?  What perception of your prospect did you hold?



Put yourself as deeply into the memory as you can and observe everything about yourself.  What state of mind do you have?



Now here's the simplest part.  Keep that frame of mind and go tell your story! 



Remember, you're not beneath the people you see every day.  You're a salesman, driver of the economy.  You are recession-proof in your field because YOU know that you can sell.



Sales is NOT a numbers game.  Sales is not a script.  Sales is not a collection of techniques.



Sales is, however, product knowledge and attitude.  Sometimes, sales can be merely attitude when you're first starting.  You may not know what the hell the doodad you're selling does, but you know that it's the best and so are you.



I hope this has been helpful, please, let me know if this helps!