Selling ABC’s

Always ground yourself with a few deep breaths, mindfulness exercise, or whatever you use to be ready for your next person.

Be sincere and genuine, ready to ask questions and give good answers, even if the answer is, “I don’t know but will find out and get back to you.”

Confidence in your ability and product will move your prospect toward a mutual exchange of energy, enthusiasm, and belief in you and your product.

Determine to do your best. Your best is not always the same, but always do your best. Are you a morning person? An afternoon person? Here is a tip. After a sale your energy and enthusiasm are at a peak. Take advantage of that fact and move forward quickly. You are at your best right after a sale. Your enthusiasm, belief and energy are high. Stay focused and move forward.

Enjoy the process. Sales trainers will give you a path to follow, and that is okay, but you sell all the time. The best place to eat, the best movie, the best vacation getaway. You could give an enthusiastic recommendation and sell any of those.

Fantasize on what you will say and do on your next interview. Feel good about being able to help someone into your solution for their problem. If they say “No,” and some will, remember they are not saying no to you, but to the solution you offered.

Go for it. Put negative feedback in its place and move forward. Learn from the people that say “no,” and know how you will respond in the future. You are learning to be the best at your craft.

Hope this is a helpful group of ideas that will help you along the way.

Imagine reaching your daily goal and how your life will be better.

Just keep moving and doing. Sometimes it’s difficult, but if it were easy everyone would be doing it.

Kindness and compassion come from listening and learning. Put yourself in your client’s shoes and help overcome the frustration by introducing him/her to your product.

Learn your product. Its ins and outs, its good points and the not-so-good so you can fairly represent your product. It may not be the right fit, so tell your client or prospect. You may lose this sale but you will become their go-toperson.

Make it a point to learn about your prospect. Look around the office. Sports stuff, family pictures and even the furniture. Discover what these items tell you.

Now, call me for more information about how to approach a cold market prospect. 559-285-0784.


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