By Jernavis Draughn
We ALL are selling something every single day. From having to convince your kid to take a bath, or the value of going to school, negotiating a lower price on a new car purchase, to asking for a raise at your job. I believe sales is the number one skill set to attain and mastery for the future. With the rise of artificial intelligence and more jobs being automated, there won’t be many jobs a robot can’t render. Learning the art of communication and the ability to sell, will place you ahead of someone who only has a degree, masters, PHD, certification, etc. You will have the skills to sell your particular skill sets in a manner that will separate yourself from competition and provide complete clarity on why you’re the best candidate for the that position.
Zig Ziglar, once said, “Every sale has five obstacles: no need, no money, no hurry, no desire, and no trust.” Sales is essentially a transference of feelings. I believe no TRUST, no SALE. Creating a rapport is the first step to connecting with your prospect. Next is using active listening, to hearing the needs of your prospect. Active listening, means listening with the intent to understand. Closing any sale starts with knowing exactly what problems your prospect needs solved. In the book, little red book of selling, by Jeff Gitomer, he explains there’s certain principles that lead you to becoming a top sales producer. Here’s a few that resonated with me that have improved my sales skills.
-Believe you can close every sale. Have a winner’s mindset.
-Plan your day and the goals you want to accomplish.
-Recognize and take advantage of all opportunity.
-Take responsibility for your success in sales.
-Take risk and embrace failure as a learning opportunity.
-Hang around the right people that inspire and motivate you.
-Prepare to win or lose to someone who is.
-Position more. Compete less.
-Prospects buy the sales person first.
-Become an expert or influencer in your field.
-Celebrate effort, not victory.
Commit to sales mastery. Measure your closing rate and continue to work on your sales game DAILY!
Quote of the Day: “Make a customer, not a sale”-Katherine Barchetti