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     Do you know how, when, where, and why you choose to feel angry?  

     Are you aware of some of the things you choose to do to distance yourself from others when you feel threatened or bored or anxious or intimidated? 

     Do you know the difference between your thoughts and your feelings?  Can you separate fact from opinion?  Are you choosing to not like these questions?  Good!  You’re on your way to being a better salesperson.

     Every day, in every way, we sell ourselves to others: to friends, family, neighbors, classmates, bosses, associates, co-workers, existing and prospective customers/patients/clients, to entire communities. 

     We sell ourselves to make a living, to make love, to make enemies, to make opportunities.  

     Sometimes we’re successful and sometimes not.  We can increase the number and frequency of successful sales simply by choosing to dig into and explore more of our insides. 

     The more we choose to learn about what motivates us, what we choose to feel aggrevated about, what we choose to stimulate us, antagonize us, energize us . . . what makes us tick . . . the more we strengthen our abilities to be effective in dealing with (and selling) others.

     There are many steps in the sales process.  Some of these include: 

  • Sizing up the prospect (this is a difficult task if you cannot first size up your SELF!)
  • Being able to listen (not “hear” – listen) 80% of the time and speak 20% of the time (a challenge for those who like to talk and don’t know enough about themselves to know how to turn off the chatter)
  • Understanding and appreciating the customer/prospect’s circumstances (which requires a major dose of empathy – being able to put yourself in another person’s shoes – a quality rarely found in salespeople who haven’t been willing to choose to step or even look outside their own shoes!)
  • Overcoming objections (something that only comes naturally to those who have learned enough about themselves to rise above their own feelings of inadequacy and chosen to put aside excuses)
  • Closing the sale (the final critical step that makes all others inconsequential if it’s not achieved and which is more likely to be the case when a salesperson is thinking about anything besides trying to help the customer or prospect in front of her or him to make a good buying decision that will truly satisfy a need or want, and that is honest and makes sense for that person. 

     Only salespeople who possess a helping professions mindset and attitude that they’ve learned or instinctively nurtured for themselves will succeed consistently at closing sales because they are not thinking about closing sales as much as thinking about helping someone make a right decision.

     None of the sales process steps above (or any of the dozens of others) can be readily implemented by an individual who has not fully explored the inner recesses of his or her mind, and the emotional triggers to feelings that come from different responses. 

     Consistent success in sales does not come to those who fail to fully appreciate their own unique qualities, strengths and weaknesses.  

     Take advantage of every opportunity to learn more about your SELF and what goes on inside you.  Treat your mind and emotions as uncharted territory and be an explorer.  Remember how much of life you choose for yourself, and that once you’ve learned a road, it’s easier traveling on your next journey.

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