April 19, 2004
Sales & Sales Management
Be sure to perceive yourself as financially secure before each sales call
Jimbo was taught to always get a yes, never accept a "no" from the prospect and to think his solution is right for everybody. Jimbo always seemed desperate to make a sale. Mary Sue explained this hyper aggressive state may work well in very simple transactional sales just because we wish to rid ourselves of the pest (I am sorry she really meant to say sales person) But in a more complex sales, this mindset is fatal.
As a result your prospect begins to change. No longer are they open and
accommodating. Instead they turn defensive and protective. Your thoughts
created a mindset that manifested it self in the exact opposite type of
behavior you desired.
Ok work with me here, pretend your conscious would not allow you to cancel
that call, would your attitude be different when you arrived there? You
bet it would. Think you would come across as desperate for the sale? Hardly,
instead you would be able to exude a quiet sense of confidence that only
a financially secure person would have. Provided you did not flip over
to arrogant your buyer would notice that confident mindset and the likelihood
of a better outcome would be assured. Adopt a financially secure mindset
that says, "I have just won the LOTTO and despite the fact I want
this sale I do not NEED to make this sale today" then watch your
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