Selling is a critical skill. If you’re a sales rep, your job depends on you mastering it. If you’re a business owner, you have to sell to keep your doors open. But let’s be honest: The traditional style of selling makes a lot of people, sales reps and prospects, VERY uncomfortable. Well, here’s some good news! There’s a different, and some would say better, way to sell. A way that will make the sales process so much more enjoyable, and perhaps a lot more profitable. A way that obliterates fear of rejection. A way that helps you build mutually-beneficial relationships and win trust that naturally leads to more sales and referrals. By the way, this approach to sales helped April always be part of the top 1% of sales reps in the companies she worked for. Want to find out more? Click here now to listen to today’s episode of Winning Mindset Mastery! To your success!
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This Is The Mindset Of The Top 1% Of Salespeople
During my sales career, I was always in the top 1% of salespeople, even though I sold in a way that was contradictory to the always be closing, make it happen, prospect like crazy, and grind mentality. Even now in owning my own company, the way that I sell is extremely different, but it works so incredibly well. The great news is if you’re not someone who’s ever been comfortable selling or felt like you had what it took to close those deals, you absolutely do because the people who aren’t as naturally the ABC Always Be Closing people are the ones who naturally gravitate towards this technique. It is ABH, Always Be Helping.
What is so incredible about this is you can throw out those metrics of it’s a numbers game. Every no gets you closer to a yes because you’re not even worried about those things. What you’re looking to do is genuinely help the people who would be served by your product, your service, or just your help. When you talk to those folks, you simply share with them that you have something that you believe will help, but you’d like to ask them some questions so that you guys can find out together if this is something that is worth their time or if you part as friends.
Every no gets you closer to a yes when what you're looking to do is genuinely help the people who would be served by your product, service, or help. Share on XI want you to think about the times that you’ve been approached by folks, even if you didn’t know them like it was a cold call, but they seem like they genuinely wanted to help you. You actually want to talk to them. The reason is that people can feel your intent. You know what I’m talking about because you’ve been on the other side of someone whose intent was to close you and close a deal and it had nothing to do with you, and it felt so gross. All you have to do to make sure that that’s not how you come across is genuinely want to help the person on the other side of your communication. In that way, you’re not wasting their time. You’re offering your help. If they don’t want it, that’s not a big deal.
Sales Mindset: You want to come across as genuinely wanting to help the person on the other side of your communication. In that way, you’re not wasting their time but offering your help. If they don’t want it, that’s not a big deal.
There are times when folks don’t want you to help them, and you’re just excited and impressed that they can get it done on their own, so you don’t have to worry about that fear of rejection. Additionally, when you’re always looking to help people, you form so many different relationships. You form a relationship with the people that you’re trying to help, but you also form relationships with people who you might actually send these folks to because you’re not the best person to help them.
Whether you view those people as competition or the way I do as your cooper-tition, you knowing the other products and services that are out there that compare to yours makes you a great resource for the person that you’re trying to help and also allows you to say, “This might not be the right thing for you based on your budget. My product or service might not serve you the best based on this and this, but this person or these companies would.” This does a lot of different things. 1) It keeps the person in front of you top of mind and helping them as your number one goal. I’m telling you, they can feel that. 2) When you start referring folks to your competition because you know that’s what’s best for them, those very people will end up referring other people to you.
Why? Because they know you’re trustworthy, because they know that you have their best interest at heart, and that you’ll help them regardless of what that is. Lastly, believe it or not, forming cooper-tition can be great for your business because some of those salespeople that you’re referring those other people to are going to do the same thing for you. Not everybody, some folks have a scarcity mindset and they think that there’s a limited amount of business and a limited amount of people. I’m here to tell you that is not the case. I got a call not so long ago from a prospect that I was working with years ago before I started my firm back when I was selling for a software company, and they still remembered me.
Sales Mindset: Forming cooper-tition can be great for your business because some of those salespeople that you’re referring those other people to are going to do the same thing for you.
They still remembered the way that I took care of their needs, and they followed up with me because they were now ready to buy. I passed that on to the company that I used to work for and they got taken care of. How impactful must that intent to truly help them be? How much must that mean to them if he kept my contact information for all of those years and I was still the first person he thought of when he wanted that product or service? The last thing is this. When you are spending each day trying to genuinely help other people, and one of the ways that you’re able to help them is through your product and service, you don’t have a day where you fail at selling because your ultimate goal is to help people. In one way or the other, you’re going to be able to.
Sales Mindset: You don’t have a day where you fail at selling when your ultimate goal is to help people.
Any type of success, whether it’s a small success or a big one, builds momentum that builds incredible momentum for you in building your sales territory, career, and reputation. Give it a try and let me know if you have questions or how it’s going for you. You can reach me at the Ask April portion of my website, WinningMindsetMasteryPodcast.com, all the way down at the bottom. You can send me a personalized message and I’ll answer you personally and privately as well. Here’s to your success.
