Next Level Group

Through my study, I came across a great truth:  sales failure can be directly tied in to our ego.  A particular writer expounded that those with too much ego (personal pride) take rejection personally – as does the person with a fragile ego (lack of confidence).  The person who has a healthy ego that accepts rejection as part of the sales process and does not take it personally – realizing that HE/SHE is not being rejected the product is – will always “win” at sales.

What is your sales attitude right now?  Take the short quiz below and assess yourself:

1. 1. How do you feel about selling your product – right now – today
2. 2. What makes you feel this way?
3. 3. Do you compare yourself to others who sell?
   1. a. What do they have (or do not have) that you do?
   2. 4. Gauge your confidence level from 1-10  (1 = poor, 10 = outstanding) in the following areas:
      1. a. Personal appearance and image _______
      2. b. Your handshake ______
      3. c. Ability to get people to notice you ________
      4. d. Speaking and presentation ability ________
      5. e. People like me ________
      6. f. I get along with most anyone ________
      7. g. I can cold call ________
      8. h. I am good at developing relationships ________
      9. i. When I am doing my job, I feel good about myself ________
      10. 5. Do you 100% understand the product you are selling?
      11. 6. Why should someone buy it?
      12. 7. Do you 100% believe in the product you are selling?  Why?
      13. 8. Do you have a true passion for selling your product?  Why?
      14. 9. Do you sell out of necessity, challenge or both?  Explain
      15. 10. What do you like best about selling?
      16. 11. What do you like least (or is your greatest challenge) in selling?

Take a long moment and look over your answers.  If you honestly believe that you are a great salesperson and love what you do – you are in a small minority. If, though, you are selling more out of a need and do not have a supercharged-passion for sales, ask yourself if you have an interest into looking for ways to “grow” that passion.  Most great salespeople are “made” – not born.

Your sales attitude is one of the most important aspects of the sales process as it is what drives your sales confidence.  You can learn to love (or at least like) sales and be an exceptionally effective sales person.

When someone tells you that such and such a business needs your services that tip is NOT a referral, let alone a qualified one.  A person who passes this type of information to you may think they are doing you a favor, but they are actually creating MORE work for you.

Why?  Because if you make a connection at that business, you will feel compelled to explain it was your friend who said that his/her business needs your services.  Let us play that out:

“Hi, my name is Jennifer Howard and I am a business coach.  My friend and yours, Susan Smith, said that you really stink at running your business and could use a business coach.  So here I am!”

OK – I would not really walk into a business and say that.  However – I get that kind of “referral” all the time.  Actually, what I am being passed is a tip.  It is truly less work for me to build a networking relationship with someone and gain one qualified referral than 10 tips!

Therefore, what is a referral?

A referral is a solid recommendation of your product

or service to someone else.

The result of a referral is an opportunity to present

your product or service to the person whom you were referred

A qualified referral is one in which the person referring you

has “certified” that the person they are referring you to:

1. 1. Has a need for your product or service
2. 2. Is the decision maker
3. 3. Has the money to pay for your merchandise or service

Would you rather have one qualified referral than 10 tips?  Why?