Sell It Today, Sell It Now (eBook)

Tom Hopkins (Autor)

eBook Download: EPUB

2016 | 1. Auflage
100 Seiten
Made for Success Publishing (Verlag)
978-1-61339-779-4 (ISBN)

Infos

Sell it Today, Sell it Now is the authoritative resource by America’s #1 sale trainer Tom Hopkins on closing sales in less steps. This book is designed to coach salespeople on the techniques to close sales using an unprecedented one-call system. The author has trained hundreds of thousands of successful salespeople using this system to generate 6-digit income in the sales profession. Sales Managers and CEOs are fans of implementing this system to generate more revenues in less time.

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Have you discovered the power of the one-call close? Sell it Today, Sell it Now by sales champion, Tom Hopkins, is your ultimate reference guide to planning and perfecting the art of one-call closing. Whether you are an established sales professional with a long track record of achievement or a newcomer yet to make that first sale, you will learn why hundreds of thousands of salespeople use this book as a resource for new techniques and surprising insights. You will discover how easy it is to:Employ the 15 keys of overcoming objections Overcome your fear of closing Manage the 4 concepts that control all sales Let your customers answer their own objections Master the art of the one-call closeOnce you get a taste of this easy-going, soft-selling, results-only-system, you'll absolutely love it and never want to sell any other way. This step-by-step sales training book holds the key to your successful sales career.

Textauszug

CHAPTER 2

The Salesperson’s Mind

Lord Chesterfield compared a weak mind to a microscope, always magnifying the tiniest things out of proportion while missing the big picture. There’s a lot of truth there, especially for people building a life in sales. We salespeople must prepare our minds to be strong, flexible and always ready to accept the latest challenge. Now that we have covered your job description, let’s get on with preparing you to handle that job to your best ability. Let’s start preparing your mind to embrace the big picture.

If you don’t already have an open mind, now is the time to bring out your mental can opener. Take a lesson from Chapter One. As we lower your resistance to learning a new system for closing the sale, we’ll be increasing your acceptance of the one-time closing technique. We’ll create a negative space by helping you wash your mind clear of a few outdated ideas and replace that empty space with exciting new ones. Fear is one of the salesperson’s greatest obstacles and showing you how to eliminate it is the chief goal of this chapter. A champion one-time closer recognizes fear for what it is, handles it and moves ahead with the task of serving the customer’s needs. Let’s take a closer look at fear. C’mon, what are you afraid of?

Fear. Son of Fear. Fear’s Revenge. Fear vs. The Three Stooges

Even the most knowledgeable, most experienced of us faces fear on a regular basis, probably on a daily basis. Taking on the challenge of a sales career naturally puts you in situations which can bring up certain anxieties. Sometimes these fears are tiny little things gnawing at our confidence. Other times they’re an army of Vandals stampeding over the gates and about to ransack and pillage the place where we live. How you handle those natural fears will to a great extent determine your success in sales.

So, what are our most common fears?

They are:

• Fear of loss
• Fear of the past
• Fear of the unknown
• Fear of failure
• Fear of the future
• Fear of making a mistake

That covers a lot of ground, doesn’t it? We’re pretty sure you’ll find a bit of yourself somewhere in that list. And that’s okay. Truth be told, a little bit of all of us is in there. Yes, even your authors get the jitters now and then.

Fear of loss often paralyzes salespeople, so much so that they actually create the thing they most fear—losing a sale. Champion salespeople realize that they will inevitably lose some sales. And that’s okay. It’s just part of the process. Accept it and move on. As they say in basketball, “you can’t score if you don’t shoot.” In the long run, the misses don’t matter because they’re more than balanced by the shots that go through the hoops. In other words, don’t let your fear of loss create loss.

Fear of the past isn’t a reference to reincarnation and your unfortunate encounter with those hungry lions back when you were a rather clumsy Roman gladiator. We’re talking about a more recent past, perhaps as recent as yesterday or even this morning. We all make mistakes that we are fearful of repeating. Have you ever gone into a presentation unprepared or lacking in commitment? You bombed, didn’t you? The fear of repeating a past mistake is hard to bear because you’ve had actual experience with the pain it causes. And now, justifiably so, you’re afraid of a repeat performance. Who wouldn’t be? It hurts!

Fear of the unknown is just the opposite. In approaching a sale, you’re scared of something of which you have no experience or point of reference. In some ways, it’s worse than some of the other fears because your mind can create all kinds of scenarios that are much, much scarier than whatever-the-heck the real thing may be. The salesperson thinks, “I don’t know what I’m about to experience, therefore it scares me out of my mind.” For top salespeople, the unknown isn’t something to be feared, rather something to be embraced. It’s a learning experience and after all, that’s where you find success.

Fear of failure is a natural byproduct of wanting to take action. “Since I haven’t a clue as to what is about to happen, I’m afraid I’m completely unprepared to handle it.” Of course, nobody can be sure that he or she is 100% prepared for the next challenge. Even the most prepared salesperson faces the possibility that the prospect or customer will toss a fast curve ball. The unexpected is a constant threat to any sales presentation. The important thing is to remember that failure leads to success for those willing to learn from their presentation mistakes. Think of failure as a tool. It’s not something to be avoided. In fact, you can’t avoid it 100% of the time unless you never meet a new potential client, which would put you out of the sales business. So, study your mistakes. Learn from your failures and march on toward your inevitable success.

Fear of the future is the negative side of your mind (we all have one) saying, “Whoa! Slow down there, son.” Even top salespeople who have achieved remarkable levels of success face this challenge. “Will I be able to do this again? Can I sustain my momentum? What if I drop the ball?” The future, by definition, is unknown and if we allow the negative side of our minds to take over, we can create a frighteningly bleak future. Like the country/western comedy song from the old television program, “Hee Haw,” we see nothing but “doom, despair and agony on me, deep dark depression, excessive misery.” Look at it this way, most people in the work force don’t have near the opportunity for building a future as bright as we lucky folks in sales. Your future is an exciting event that you can shape with your own hands. Surely, that’s something to create excitement rather than fear.

Fear of making a mistake often arises from past mistakes, earlier presentations that just didn’t pan out as expected. When you discuss the exchange of their money for your product or service, there’s this fear that it could happen again. As with fear of loss and failure, the fear of making a mistake is a misguided one. Of course, you’re going to make a mistake. We all have. We all will. And, that’s okay. Just learn from them. Perfect your presentation and keep your potential client’s best interests at heart, and you’ll be amazed at how many fewer mistakes you make than someone who doesn’t do it this way. Part of your presentation has to reinforce the correctness and the intelligence of the purchase—that taking ownership of the product or service now, today, is a wise decision.

Face Facts and Freeze-Out Fear

Fear can be destructive or constructive. The outcome all depends upon how and how well you handle it. Or how you let it handle you! All of these fears can be controlled and, in some cases, even put to good use. Once you understand how fear affects you personally, you will begin to see how it creates obstacles between you and your goals. These obstacles—even when they’re only perceived and not real—can be significant challenges. They can cause you to lose a sale, a job, a client and even a career. Does it really matter that there’s not a hungry lion behind the door, if your fear of becoming tonight’s supper keeps you from stepping in?

Once you use the information we are making available and learn to process it correctly, fear begins to fade. Sometimes it will fade away to nothingness. Even if it does stick around for awhile, you’ll be able to control it. Some people actually use their fears to spur them on. As one salesperson said, “I am more afraid of not bringing home a paycheck to my wife and kids than I am of the prospect walking in the door, the voice on the other end of the line, or even the world-famous CEO behind the mahogany desk.”

Tom says: Never seek career advice from your fears. (With apologies to Andy Jackson).

Pat says: Being scared of something that has not yet happened is like crying over spilled milk that hasn’t yet spilled! What purpose does it serve?

When Knowledge Comes In The Door, Fear Jumps Out The Window

The six fears just named are usually grounded in the salesperson’s level of competency—in how well the individual thinks he or she performs at the job. As we increase our level of knowledge, we automatically see an increase in competence. This brings us back to our thermometer illustration from the previous chapter. As knowledge helps you drop your fear from the 100 degree level, that vacuum is replaced by a positive force known as competence.

We have studied the subject in-depth and understand that there are four basic levels of competence. These levels especially apply when you are learning anything new—such as tying your shoes, learning computer skills, or mastering one-time closing. These are:

• Level #1—the unconscious incompetent
• Level #2—the conscious incompetent
• Level #3—the conscious competent
• Level #4—the unconscious competent

Different authors and lecturers may use different terminology, but the basis remains the same. Let’s see how this relates to salespeople. Specifically, let’s see how all this...

Produkt-Details

• Erscheint lt. Verlag: 1.9.2016
• Sprache: englisch
• Themenwelt: Wirtschaft ► Betriebswirtschaft / Management ► Marketing / Vertrieb
• Schlagworte: closing sales book • decision making book • sales book • sales training book • tom hopkins audiobook • tom hopkins book
• ISBN-10: 1-61339-779-8 / 1613397798
• ISBN-13: 978-1-61339-779-4 / 9781613397794