TOP TIP No. 2. Get your focus right
TOP TIP No. 2. Get your focus right
This is our second TOP SALES TIP. Last time we explained why and what people really buy from you. Many thanks for the great feedback to this. If you’re new, or would like to read that again, click here.
In this article, we’re covering the 2nd of 7 strategies, Get Your Focus Right, where Mike Clark demonstrates whether to focus on performance or results.
While I have your attention, please read…
SALES WEBINAR
DISCOVER WHERE YOU’RE LOSING SALES
Mike Clark will demonstrate all seven tips to an exclusive audience of just 30 front-line sales people. An open forum allows interaction where your questions are answered.
For more information, click right here (this is a FREE event)
Here’s to your sales success
Arthur op den Brouw
REST Editor
======================
So, settle in and lets begin shall we?
TOP TIP NO. 2
Get your focus right. Should I focus on performance or results to achieve sales success?
You’ll need to sit down for this simple truth.
Struggling sales people focus on numbers, targets and results.
Top sales people focus on people and performance.
Sure, sales is most definitely a numbers game, that is true. And, what I am saying is that by focusing on the numbers, you will make less sales.
Let me illustrate this by using this story…
Coach John Wooden is referred to as the Winningest Coach Ever in American basketball history. He is one of only three people to be in the USA basketball hall of fame as both a player and a coach.
======================
To watch the associated 3 minute video please click here
======================
In Coach John Wooden’s 12 coaching seasons, he won TEN National Basketball College Championships. Three of those years his team went undefeated.
Although his team won more games than anyone else, he would not allow his team to talk about winning!
I’ll say that again: — Coach John Wooden did not focus on winning.
What did he focus on then?
Each and every game he would get his team to focus on bettering their previous personal performance. He would literally get each person to compete against themselves.
By everyone focusing on improving their performance, they achieved results others only ever dreamed of.
The same goes for sales… Top sales people consciously choose to focus on doing better at each sales appointment. They review their calls, they revisit their strategies, they take notes, record, and monitor their progress on many different levels.
By doing this, they know they are providing a higher level of service to their clients, which in results in more sales.
Some of the benefits of getting your focus right. You’ll:
- Improve the way you approach/view sales
- Achieve greater ease of interaction with your market
- Communicate more naturally with clients
- Build longer term relationships with prospects
- Enjoy better sales that are better aligned with your values
- Make more sales!
So, make sure you get your focus right before each sales call or appointment. Get your intention clear so it focuses your attention on the client and watch your sales take off.
Here’s to your sales success!
Mike Clark
REST Programme CEO
PS- Here’s that link to our YouTube Channel to see the video again.
Also- Don’t forget to join any or all of our social media sites. Click here for more information.
Are you making big sales mistakes? Top Sales Guru Tip No. 1
Understanding the fundamentals of selling
Have you ever wondered how some people are sales gurus and others struggle? And… what it’s going to take to get your results to the next level? This is the first of seven useful strategies that separate the best from the rest.
By reading and applying each of the Seven Tips of Top Sales Gurus, you will:
- Learn how become one of the top 10% of sales people
- Increase the quality and number of conversions
- Get to the bottom of the real issues your clients are dealing with
- Face less objections and make better connection with your customers
- Make more sales in less time
- Provide meaningful solutions to your clients’ problems
So, settle in and lets begin shall we?
TOP TIP NO. 1
Understand the fundamentals of selling
There are two fundamentals of selling to understand.
FIRST FUNDAMENTAL
Why people really buy
Do you believe the popular notion that sales are made by matching a client’s needs and wants? If so, this is costing you sales! Believing that sales are made by matching needs and wants is why 95% of business and sales people struggle.
There is actually only one reason why people buy and the biggest myth in sales is that people buy to fit their needs with their wants. The problem is, by focusing on the needs and wants of your customer, you’re only touching surface-level emotions. You know that people buy on emotion and justify with logic.
Get this… needs and wants are logical! People ‘think‘ they know what they’re doing, but in fact, don’t understand what is driving their behaviour… Top sales people get this, and know how to assist their clients’ understanding of what’s really driving their needs and wants. In doing so the client becomes aware on a completely different level.
The only reason why people buy is because… they have a problem!
People are driven by problems they have. It’s what they lack that drives buying behaviour, not what they want or need. The lack of something in our lives, or problems we face, are connected to deeply rooted emotions. Understand this, and you’ll start asking the right questions right from the start.
Top sales people ask quality questions that allow the client to expand the size of their problem in their mind. The bigger the problem, the more motivation the client will have to finding a solution, which means more sales. Conversely, by focusing on just their needs and wants is the equivalent of a really small size of problem. For the client this will raise more objections, and for you less sales.
By seeking to understand your client’s problems and not rushing this process you will transform the satisfaction of your client, and the size of your sales.
FUNDAMENTAL TWO
Know what people are really buying?
There is only one thing that people actually buy from you…
Think about this for a moment. How often are you served by a sales person where everything is right — right product, right price, right demeanour — and well… you buy don’t you? Conversely, what happens when the sales person lacks faith that their product will solve your problem? Your trust in the solution also goes down the pan. It does for me, that’s for sure. And so, the likelihood of a sale diminishes in direct proportion to the certainty of the sales person, doesn’t it?
… top sales people understand this basic truth. There’s only one thing that people buy from you. Certainty!
Client’s are looking for the certainty that your product will solve their problem. Given that time is limited, and they simply don’t have the bandwidth to review all the options, it’s falls on you, the person with the product, to deliver certainty. If they sense you’re not certain, their barriers of resistance will increase immediately!
Now, you must have the client’s best interests at heart at all times and that’s why the first fundamental top tip is to understand their problem in the first place. Once you know what’s fuelling their drive to speak to you, you can give them your rock solid certainty of a solution. That’s what they are looking for from you! To become a top sales person, understand the fundamentals of what drives all sales.
Seeking to understand your client’s problems and then giving them your certainty of a solution will massively increase your results. Apply these techniques and watch your prospects turn into clients!
Mike Clark REST Programme CEO
PS- If you would like the opportunity discuss your sales strategies, take advantage of a complimentary consultation now, by following this link
MORE FREE TIPS AND SALES STRATEGIES
If you liked what you read here, and want more, we have some great FREE stuff for you to get your teeth into. Visit here for more top tips, and ways to improve your sales.
FREE SEVEN TIPS WEBINAR — BOOK NOW
Would you like to attend one of our taster on-line training seminars / tele-conferences? It’s FREE, easy to access, without obligation, and is the perfect first step to take your professional development to the next level. In our April seminar, I will do a live broadcast covering all seven tips. Click here for more information or to Book your free place.
