High-growth companies exert a certain force of attraction on their target clientele. They’re attractive and their appeal is not mere coincidence. These organizations position themselves in their respective markets so that their potential customers come to them when they’re ready to buy. It’s much easier to sell to a customer who finds you than to sell to one who you found. However, it’s much more difficult to be attractive than it is to be aggressive.
Why are some salespeople « top » sellers obtaining exceptional results, while others have such difficulty? Is selling an innate sense, or is it learned? Well, in sales, like everything other profession, we become better by acquiring knowledge and new concepts, and putting these things into practice.
Do you want to be on a bigger playing field than you are now? Your first reaction would be to work harder, work longer hours…Sure, there’s a chance that would work, but there’s an equal chance you wouldn’t advance any further, especially if you’re doing the same thing using the same old method.
After meeting with a prospect, have you ever had the gut feeling you weren’t able to establish a climate of confidence, and that was why they didn’t buy? If your answer is yes, do you believe you can do something to improve the situation? Some people will say nothing could be done. There just wasn’t any chemistry between you. But I disagree, because you can almost always do something to build more trust.
How often have you heard current or potential clients utter the objection “it’s too expensive”? Probably dozens or hundreds of times. Have you ever considered how many more sales you could have closed if this objection had never come up? Probably many more.
Would you like to considerably increase your revenue? Are your sales cycles too long, or would you like to close more contracts, and acquire new clients? Well, if these questions are a challenge for you, or you are preoccupied with the answers, here is a solution which has been proven time and again.
Very often, people look for ideas that will bring them glory, riches and respect, but rare are those who find such exceptional ideas. In fact, experience shows us that it is not those that have better ideas who reap in the most success in the long term, but mostly the people who act with regularity, tenacity and perseverance in their actions.
Are you envious of other people’s financial, social or family wealth? You analyse their situation and you reach the conclusion that these people are luckier than you, they are very intelligent, and they probably have exceptional qualities that you, on the other hand, do not have. You might be right. However, your analysis should not stop at that level. There is one element that is even more important to consider when you are thinking about success and it is the fact that these people have a better way, than most people do, to be appreciated by other people.
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