It’s not about the worksheets: These
tools are what really create success sales.
The world is inundated with sales tools:
worksheets, playbooks, sales scripts, software, brochures, and so forth.
But all of those sales tools put
together are insignificant if you don’t have the intellectual and emotional
tools that truly create success.
Here are seven sales “tools” you need to
develop:
1.
Patience
If you’re patient, you let customers
decide at their own speed. You realize that nobody ever got a plant to
grow faster by pulling at the leaves of a seedling. If you lack patience,
you’ll be frustrated whenever things take longer than you’d like. Customers
will sense your frustration and hesitate to buy.
2.
Commitment
If you’re truly committed to both your
customer’s success and your own success, you’ll do whatever it takes (within
legal and ethical bounds) to get the job done. You’ll banish all thoughts of
ever giving up. If you lack commitment, you’ll consistently fail to follow through–and
will often drop the ball at the worst possible moment.
3.
Enthusiasm
Enthusiasm is contagious: If you’re
enthusiastic about yourself, your firm and your product, your customers will
“pick up” your enthusiasm and believe in your ability to improve their
lives. If you lack enthusiasm, however, you’ll always find yourself
surrounded by naysayers and endless “objections.”
4.
Curiosity
Curiosity is essential to growth–and if
you’re growing as an individual and a professional, you’ll spend time each day
learning something new to better serve your customers. You’ll read books,
listen to audio training, take courses, and network with peers. If you’re not
growing, your ideas will become stale; your career will languish and your
ability to compete will slowly drain away.
5.
Courage
If you’ve got courage, you take the
necessary risks to expand yourself and your business into new areas–even when
you’re facing enormous odds. You’ll see setbacks as learning opportunities
rather than failures. But if you lack courage, you’ll freeze up when
things get weird, turning small failures into big ones.
6.
Integrity
If you’ve got integrity, there’s no
disconnect between your stated purpose and your real motivations. Because
there’s no hidden agenda, customers sense the honesty and feel comfortable
working with you. If you lack integrity, however, customers will have a nagging
feeling that something is “not quite right”–and tend to balk rather than buy.
7.
Flexibility
Life is all about change; nothing stays
the same. If you’ve got flexibility, you can observe what’s working and what’s
not and change your approach to match changing circumstances. If you lack
flexibility, you’ll pursue brittle strategies and tactics long after they’ve
ceased to work.
Комментариев нет:
Отправить комментарий