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Sell in the Zone
By Chris Lytle | Monster Contributing Writer
What is selling like when you are at your very best? How do you feel? How do you behave? How do your customers react? I asked a group of high tech salespeople and field service engineers those questions at an Orlando seminar. Here are some of their replies:
When I’m at my best, I:
• Feel connected with the customer.
• Feel valued.
• Use more gestures.
• Walk tall.
• Sell without a lot of effort — it flows.
• Am energized.
• Find the right words without a lot of thinking or effort.
• Get the customer to participate and reveal real needs.
• Am in the zone.
Have you ever been in the zone? You were so focused on the customer that you weren’t worrying about whether or not you would make the sale?
Chronic preoccupation is the new epidemic. Many of us spend more time thinking about what we aren’t doing than what we are doing. Multitasking is the norm, and focusing is the exception. People talk on their cell phones while eating with their families and business associates. Wireless email interrupts meetings.
It’s difficult to be there for people when you’re available to everyone else in the world. And if you’re chronically preoccupied when you’re in front of a customer, then you won’t reach the zone.
