Foundation For Sales Success!
The New Year, like every year, will be filled with ups and downs, successes and challenges. Just as with New Year’s Resolutions, it’s easy to start the year pumped and then fizzle out a little further down the road. Taking the time now to shore up your foundation means that you’ll be able to keep going, selling and growing long after others have given up.
What foundation am I talking about?
It could be your business systems – making sure you’ve got your bookkeeping, admin, leads-tracking and everything else that keeps the motor running tuned up. Of course these are all essential building blocks.
But I’m talking about the foundation a layer deeper: Your confidence and belief in yourself and the value of what you do.
Your Inner Foundation.
Here are some thoughts on how to strengthen your inner foundation.
Step One: Stoke Your Passion!
One of the most powerful selling tools you have is a genuine passion and enthusiasm for the service you provide. When you talk about what you do from this place, you are magnetic!
Grab a notepad and write down ‘I love what I do because…’ Let your enthusiasm come out! Don’t worry about logic; this is the time to write from emotion. Write anything and everything that comes to mind. Fill the page. Be fearless, honest and non-judgemental. Some of the answers will be heart-centred and some will be more self-serving. It’s all okay.
Now prime the pump even further and write down ‘My favourite moments with clients are when…’. And then finally, ‘Of all the people I’ve helped, I especially remember…’. This is vital work. The answers you come up with here will lift your sales conversations to a higher energy level and make you more compelling. You won’t have to ‘fake enthusiasm’ because you’ve taken the time to do this inner work. Keep your notes so you can draw on them throughout the year.
Step Two: Back Up Your Passion With Results!
Make a list of all of the intangible and tangible benefits your clients receive from working with you. Get as specific as you can and write down as many benefits as you can. Intangible and tangible benefits are equally important.
Intangible: These are quality-of-life benefits that affect our emotions and state of mind. For example: Greater peace of mind, reduced stress, more energy, more time, etc…
Now, to make your intangible benefits more solid and ‘objection-proof’, list all of the tangible – or concrete – benefits you can possibly think of. For inspiration, think of clients you’ve already worked with. What did you do, specifically, to help them? What specific results did they experience? If you need more inspiration – or if you are new in your role, you can research the websites of other professionals in your field or talk with more seasoned people in your office.
Example of Tangible Benefits
For a Feng Shui Expert, these might be:
*More walking space so that your rooms feel larger
*Tidy and organized space which means you find things more quickly
For a Financial Advisor, these could include:
*Save you thousands of dollars in taxes
*Ensure your financial future so that you are prepared for any emergency
*Triple your retirement savings
*Educate family members on how to create wealth
Now your foundation for selling is built on passion and concrete proof! You’re ready to get out there, Rock Your Sales and feel great doing it!