I am going to say something kinda obvious here today.
But it's important that you read it this obvious statement, and that you read what I have to say after that.
Here goes…
People make decisions in their minds.
Yeah, that's obvious.
But how do they do that?
Mental decision processing is whole bunch of things.
Here's my Sales Thought for the Week…
I am excited about this Christmas and you should be too. I am excited because of the plans I am making for December and for early 2009. Planning and thinking ahead creates positive mental pictures and feelings inside you, pictures and feelings that excite and motivate you, and draw you toward creating your vision into reality.
What vision will you create today to make yourself a great Christmas and 2009?
Sell with Pride,
Shameless Shamus Brown
P.S. The past two months have been tough for a lot of people. Don't let it continue any longer for you, get yourself a copy of the Persuasive Selling Skills Audio Program right now and take control of every deal in your territory.
Here's my Sales Thought for the Week…
Typically December is one of the best sales month's of the year. And even with the all the bad economic news coming from the media-scare outlets lately, this December will still be a good selling month.
Most people want to see the good side of things, and the collective upswing in mood and spending that the Christmas season brings will help a lot of businesses and sales people over the next month.
Get ready to help people spend their money
Sell with Pride,
Shameless Shamus Brown
P.S. Discover how to turn your prospect's emotions into the driving force to do business with you in the last month of 2008 with the Persuasive Selling Skills Audio Program right now.
Last night I had to wait in a store for some help.
As I waited for the guy to help me I looked behind the counter and saw something l liked.
There was a stack of them there, lots of red, with some white showing through.
They looked pretty cool I thought.
After a short wait, the ski shop manager comes to help me.
Asks me what I want, I tell him I want to lease some skis for the season for my daughter.
"Great"
…he says, and walks off into the back room.
A few moments later he comes out with a pair of yellow and white skis, pretty beat up.
Persistence can be a good thing in sales.
But it can also be a waste of time.
And at its worst, persistence can damage your confidence and zap your enthusiasm for your goals.
So when is persistence good? When should you persist in following up with a prospect, and when should you walk away and move on to greener pastures?
Most sales people intuitively know the general answer to this. You persist as long as you think you have chance, and you walk away when you believe you no longer have a chance.
A lot of sales people seem to get both sides of this idea wrong.
You know when I started sales, I was excited to become a better presenter.
I thought that being a great presenter would be exciting, fun, and make me feel awesome watching people ooohh and aaahh over my great oratory skills.
Once I actually started selling though, I found out that most of what I needed to do to close a sale wasn't really presenting.
Most of what I needed to do was just talk with people. Talk one on one, or in small groups.
Occasionally I had a formal presentation or demonstration. But that was only a small amount of my selling time with a typical customer.
Some sales reps seem to think that the demo or the "presentation" IS the sale.
Read this note I got from a reader yesterday…
Yesterday I made the decision to buy some new software.
This isn't for my business, but for a local non-profit I am on the board of.
Yesterday morning I had a telephone meeting to review and discuss the proposal for an event registration software system.
I had pretty much made up my mind as a buyer that I was going to purchase before I got on the phone.
And once I did get on the phone with the sales rep and we started talking, I noticed myself giving off some classic buying signals.
In fact the day before when this rep was giving me the demo, I noticed then that I was also giving off the classic buying signals.
There are probably quite a few indicators that could be observed as tell-tale signs that someone is ready to buy your stuff.
Prospects get mad at you when you do stupid stuff while selling.
This week I've been buying some new software for a non-profit I am on the board of.
It's been an interesting experience, being the buyer and seeing the mistakes sales people make from the buyer's perspective.
I had two software demos in the last two days.
Both sales reps made a similar mistake, and it cost one of the reps the business.
When I was kid, I got a bloody nose more than once.
I know for sure that I got more than my "fair share" of bloody noses.
In fact I got my nose bloody – and broken – 5 times before I turned 18.
Surprisingly, I only one of those happened in a fist fight.
The first time was from running into a basketball pole on the playground.
The second was from getting hit in the face with a softball.
A high activity level is a crucial success factor in selling.
Sales people who prospect every day, or give presentations every day, or close every day have strong sales muscles.
Strong sales muscles because they are exercising them. They are exercising their talents and skills.
And when things change, those with the strongest sales muscles will be able to adapt the fastest.
I write for selling in my business 5-6 days a week. Back when I did corporate sales, I prospected 3-5 days a week.
What do you do on a repetitive, high frequency basis to keep your sales hoppin?
One of my customers, Ben Joe Markland, gives presentations daily.
Here's an email I got from him last week…
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