Perception is reality so the saying goes. Never is that more true than when it comes to the process of selling. How you view this critical business function will either help or hinder what you plan to achieve. It seems to me that more than one sales person out there needs this reminder. For the record, I’m calling anyone – that means you too Mr. or Ms. business owner who needs to sell a product or service – a sales person.

Great selling is an art. Those people who do it well understand that it takes a plan, it’s hard work, requires internal motivation, takes time, it requires consistency, and it’s about building relationships with people. Let me say that again…sales is a people business. You won’t get far if…

• You can’t get over your fear of rejection.

• You can’t check your ego at the door.

• You think “selling is bad” versus “sales is simply a way to help others solve their business problems”.

• As a business owner, you think that selling doesn’t apply to you.

To me, these concepts are blindingly obvious. Still, I am often amazed at the people I meet who have something to sell, but they insist that they “hate” selling or that they just don’t want to do it. To me this attitude tells me a few things about you:

1. You naively believe you can avoid sales and still succeed at hitting your revenue goals and personal earning goals. Not gonna happen folks! To be clear, marketing is not selling, so don’t delude yourself in thinking that sending out marketing emails or newsletters is all it takes.

2. Ego is in the way. In other words, the focus is on you – the sale you want to make – not on what is necessarily best for your prospective buyer. Go into each sales call determined to understand the needs of your buyer without pitching what you have to sell.

3. You don’t believe in the value of what you have to sell. If you don’t believe, no one else will. It’s that simple!

4. Fear of rejection is stronger than your desire to succeed. A “no” doesn’t mean never, nor is it a personal smack down of you as a person. No will happen no matter how good you are. Use it as a learning opportunity. Was the timing off? Was your value proposition confusing? Did your competitor offer just a little something extra?

5. You believe that one or two contacts means the sale will automatically close. Yeah, yeah, I know that a good many sales training programs out there will tell you that they can help you close the deal in two conversations. It certainly can happen IF you happen to meet someone at the exact moment they are ready to buy, you’ve established quick rapport and perhaps the product is at a low enough price point that there isn’t much worry about making a buying mistake. If what you sell is a complicated sale, it’s an intangible service or you are asking for a lot of money, prepare for the sale to take some time.

Sooo…do you have a sales mindset?

If you found yourself saying…ooppss, that’s me…when you read my list of 5 above then your sales mindset needs work! If you hope to generate revenue now and in the future, you need to develop a sales mindset fast. Love it. Embrace it. Enjoy it. If you believe that what you have to offer can help others get what they need…selling is not hard at all. What you focus on expands, so focus on success!

Now that I’ve given you a kick in the butt…stop making excuses. Get out there and get selling!

Some would say that we are in a “down economy” and while that may certainly be true for some industries, I believe the real truth is that it is NOT the economy. It’s our attitude!
 
A couple of years ago, I wrote an article called “We Are What We Think About”. I believed it then and I believe it now. And, I would add that our success is directly proportional to the positive OR negative thoughts swirling around in our heads. Even when times seem tough, it is our attitude, our point of view that makes all the difference between succeeding and failing. I refuse to buy into the myth that “no one is buying”. That seems an easy excuse for some not willing to dig in and do the hard work, or those succumbing to their inner fears of scarcity.
 
Here’s Barb’s #1 Tip: Shift your thinking when times are tough, believe in yourself and what you have to offer, and close your ears to the noise of the pessimistic attitudes that could threaten what you want to achieve. A shift in thinking also means that you must be willing to be creative, look for new approaches to selling your products or services, perhaps work harder and stay focused like never before.

In the June edition of Selling Power Magazine, Scott Lindsey of Besam Entrance Solutions had this to say: “We have a sales force that, for 10 years, has not had to work hard, just go after the low hanging fruit.” Now, with economic changes affecting their business, Lindsey tells his people that “they’ve got to roll up their sleeves; now it’s going to be hard work.” He adds: ” Lots of younger salespeople do not understand that. Anybody can sell when things are really good.” I couldn’t have said it better myself. The true measure of your abilities shines through when you rise above the tough times to accomplish what you decide you want!
 
Look, don’t get me wrong. I know gas prices are ridiculous, I know that we’ve had serious problems in the mortgage industry, which in turn is affecting other businesses AND at the same time I’ve heard from a number of people in those industries that they are still succeeding. Throughout history there have been down times and there have always been people who’ve succeed in spite of “the down economy”. I choose to be one of those people! What about you?
 
The author of the best selling book Harmonic Wealth, James Arthur Ray, says, “Live from the outcome!” So what outcome will you live from? Will you be wildly successful by refusing to believe in the fears propagated by others, or be too scared to even give it a try?
 
Here’s to your sales success!

Some would say that we are in a “down economy” and while that may certainly be true for some industries, I believe the real truth is that it is NOT the economy. It’s our attitude!
 
A couple of years ago, I wrote an article called “We Are What We Think About”. I believed it then and I believe it now. And, I would add that our success is directly proportional to the positive OR negative thoughts swirling around in our heads. Even when times seem tough, it is our attitude, our point of view that makes all the difference between succeeding and failing. I refuse to buy into the myth that “no one is buying”. That seems an easy excuse for some not willing to dig in and do the hard work, or those succumbing to their inner fears of scarcity.
 
Here’s Barb’s #1 Tip: Shift your thinking when times are tough, believe in yourself and what you have to offer, and close your ears to the noise of the pessimistic attitudes that could threaten what you want to achieve. A shift in thinking also means that you must be willing to be creative, look for new approaches to selling your products or services, perhaps work harder and stay focused like never before.

In the June edition of Selling Power Magazine, Scott Lindsey of Besam Entrance Solutions had this to say: “We have a sales force that, for 10 years, has not had to work hard, just go after the low hanging fruit.” Now, with economic changes affecting their business, Lindsey tells his people that “they’ve got to roll up their sleeves; now it’s going to be hard work.” He adds: ” Lots of younger salespeople do not understand that. Anybody can sell when things are really good.” I couldn’t have said it better myself. The true measure of your abilities shines through when you rise above the tough times to accomplish what you decide you want!
 
Look, don’t get me wrong. I know gas prices are ridiculous, I know that we’ve had serious problems in the mortgage industry, which in turn is affecting other businesses AND at the same time I’ve heard from a number of people in those industries that they are still succeeding. Throughout history there have been down times and there have always been people who’ve succeed in spite of “the down economy”. I choose to be one of those people! What about you?
 
The author of the best selling book Harmonic Wealth, James Arthur Ray, says, “Live from the outcome!” So what outcome will you live from? Will you be wildly successful by refusing to believe in the fears propagated by others, or be too scared to even give it a try?
 
Here’s to your sales success!