Conversations, tools and strategies to multiply your sales
When sitting down to plan out your super productive workday, chances are you already have a few numbers in mind.
The number of calls you have to make.
The number of emails you have to send.
The number of cups of coffee you’re going to need to consume in order to get all of this done...
(But I call B.S.)
To me, these numbers are nothing but arbitrary activity quotas – obligations we set for ourselves in the hopes that busyness will somehow translate to business.
And I get it! In theory, this should work. The more I sew, the more I reap, right? Therefore, t number of sales calls made should be in direct proportion to the number of customers I win!
But sales math doesn’t...
I’m sure you’ve heard the statistic that 93% of our communication is non-verbal. Nonverbal as in your tone of voice, your hand gestures and the amount of eye contact you make This means, that only 7% of what people hear based on what you actually say.
Which is a little bit scary when you’re in sales because you’ve likely spent a lot of time making sure you’re getting your words just right when it turns out that’s only a small portion of what your prospects hear.
What you say, often feels much more controllable than how you say it. But there are ways that you can influence your own non-verbal communications that are authentic and powerful.
The first step is to consider the bigger factors...
This is by far the cringiest sales term.
Still, it’s the buzzword on every sales manager’s lips, and typically the main focus where sales training is concerned.
But what if I told you that the well-worn phrase “Always be closing,” is actually a myth, and that this constant closing mindset could actually be harming, rather than helping your business? What if I told you that the sale is actually won or lost long before the closing conversation ever takes place?
So, how do we go about winning that sale instead?
It’s all about the next small step. What is the next smallest possible step you could help your prospect to take, in order to move them strategically towards the ‘Yes’...
When it comes to having sales conversations - do any of these thoughts sound familiar?
“I can't do this”
“I don’t want to do this”
“This won’t work for me”
“My audience doesn’t like to be sold to”
If you have - keep reading!!!!
All of these thoughts are pretty common. But common doesn’t create astonishing results. If you want to grow your business - you absolutely must grow your thinking.
A positive mindset leads to a positive outcome - you’re with me on this, right?
But is it possible to develop a positive mindset about something you disdain?
Embracing sales requires thinking like a sales ace. Now stay with me - this doesn’t mean you have to...