Of all the areas of a business, the bottom line in results comes down to sales. The amount of sales you are able to make, or the number of appointments you are able to book will be directly related to the amount of money that is brought into the business, and in turn the amount of profit that is made by that business. Making sure that your sales strategies and skills are as honed and powerful as they can possibly be can make all the difference between success and failure for a business.
The key to successful selling is mind-set. Mind-set has more of an effect on your ability to sell than any other skills. It affects your results more than people skills, product or service knowledge, ability to answer objections, and communication skills. It affects your results more than all of these qualities because it affects each of these qualities themselves. The way you approach a client, and the mind-set and perspective you have at the time, will affect the way you speak, what you say, your gestures, expressions and body language. All of this of course affects the client’s response to you and what you are offering.
Approaching a client with the mind-set of selling something to them or convincing them of something will mean that your voice, the things you say and your attitude in general will all give the impression to that person that you are there to sell them something or convince them of something. This will generally cause that person to put up defences against what you are trying to do. Nobody likes to feel that they are being influenced or convinced to do something they had no intention of doing. On the other hand, if you approach a person with the mind-set that you are there to help them solve a problem, or to provide an easier solution for them your attitude, voice and things you say will all convey this to that person, and they will be more open to what you have to say.