Good to Great Selling Techniques
Start with a great attitude, enthusiasm, and a solid greeting.
- 7 ways changing your attitude will boost sales
“Your attitude will determine your future…”
While having a good attitude is a simple idea, it isn’t easy to do. That is especially the case for those in sales. To develop and even maintain a positive attitude, we must learn to control our thoughts.
There is so much negativity and doom and gloom in our lives that it is easy for us to get lost in them. But we need to break free from it and to begin working on a positive solution and even trick our minds into thinking about something that goes beyond the darkness that is clouding it.
Here are seven things you can do to achieve a positive attitude that will also help boost your sales.
- Become solution-focused
Flip things around when you have a negative attitude and begin to look at solutions in your life. The longer you focus on a problem and let it fester, the worse it gets. Instead of allowing the negativity to reign, change to a positive attitude and find a solution that gets you out of the situation.
- Mind control
There are centuries worth of positive quotes and poetry that inspire those who read it. Regardless of who your favorite author is, allow these works of literary excellence to help you achieve the positive attitude you’re looking for. No matter how cliché or overhyped a piece is at this point, use the quote or saying as your go-to when you need to put negativity in its place.
You can take things a step further with visual aids. These visual aids draw you in and help you to use a color, image, or saying to trick your mind to focus on your positive attitude. It can be something that you look at when you are dealing with a problematic client on the telephone and to remind yourself that it is always worth it in the end.
- Get out of your rut
It’s true that if you don’t want to, you can never grow or advance in your life. You can ignore having a positive attitude and simply accept your way of life and never make any progress. For some people, that works fine.
- Another choice is to move forward and improve the situation you are in.
After you have learned a skill, you can begin to improve your quality of your life. You can even continue to grow and move past this at any point and time in your life. What you’ll find is that the only limitations in place for you are the ones you put there for yourself.
Don’t let fear dominate your life and avoid allowing yourself to become stale in your course of knowledge. The best thing you can do is to continue to take sales courses, read books, and watch how others who are successful manage to continue to grow and improve their quality of life in the process.
- Create your desire
If you are content with where you are in life, you aren’t going to have the desire to change things. Instead, you’ll grow comfortable with where you are, and that won’t give you the push you need to make a change.
This is when a positive attitude and a desire to succeed comes in handy. You can work on generating that urge to achieve new goals, and when they are reached, you can continue to make the adjustments in your life. Remember, there is no reason you cannot push hard and reach those goals and find that your life improves because of them.
Even when something misfires, don’t allow it to come between you and your goals. There are always rocks in the road, and you need to turn your stumble into a stride that takes you back onto the road to your desires. You can do it, and even if you have to reread your desire each day to remind yourself, do that. You’ll ultimately succeed in the end.
- Educate yourself
There are two quotes from Albert Einstein you should note. “No problem can be solved from the same level of consciousness that created it,” and “Insanity is doing the same thing over and over again and expecting different results.”
Who you were in the past created who you are today. Your decisions are what helped to make you who you are. Some were good and others weren’t that great. But you learned from all of them, even if you don’t realize that you did. The goal now is to avoid problems.
As Stephen Covey says, “Sharpen your saw.” Take the time when you’re in your car driving to educate yourself and advance your knowledge. There are countless educational programs available and each of them will only help to propel you forward in life so that you have a chance to succeed. You just might find that helps promote that positive attitude.
- Soul, mind, body aligned
The only goal you have in this life is to create the best you possible. This is a happy version of yourself with a positive attitude. You have success and you chase your dreams. That means you should make sure that you understand what success means to you.
In order to satisfy your soul, you need to consider the following:
Analyze your feelings. Determine your passions and align them with the goals you have in life. Always use your mind and your thoughts to shape your goals and to bring them to life. This is mind control.
Take action and do what your soul and mind guide you towards. Take action. When everything is aligned and you push yourself to the place you want to be, you’ll ultimately find that nothing can stop you or get in your way.
Remember that you are doing this for yourself and you want to do everything it takes for you to succeed. How you present yourself is part of this. Keep yourself looking incredible and you’ll find that you do have a positive attitude and you’ll begin to look and feel better.
Just do it!
When you focus on your positive attitude and take action, you can make anything happen. Nelson Mandela once said, “You playing small does not serve the world.”
So, what does this mean to you? It means you shouldn’t ever allow yourself to live an unhappy life. Live up to your full potential and remember that success is what ultimately will take you to a higher plane.
Make the time to focus on being a positive person and allow yourself to be optimistic. View the proverbial glass as half full and challenge yourself to be the best version of you possible. You can do this, and when you do, people will notice the evolution you’ve made.
Remember, people are there to support you and help you on your journey. They want to see that positive attitude and see you to succeed. The world is out there for you right now, don’t make it wait any longer. Unleash your full potential and succeed!
- Greeting a potential client
Don’t ask the same old question, what brought you in? Or, how can we help you? Get creative and have some fun with your greeting. Say something like, welcome to a place where we create positive experiences with your vision as our priority. If I could have just 30 seconds of your time, I would love to tell you about how we can help? After the 30 seconds you are free to explore, and if not then I will just follow you around the store hiding in the trees as you shop… Funny right, maybe you don’t say it just like that but you will break the ice and usually get the undivided 30 seconds. This time is critical and here is where you begin to build the value. You might say the following in a furniture store environment:
“Have you been in before?” No,
“We at XYZ furniture have been in business for over 30 years and are very active in the community, getting involved in many of the local charity organizations such as (fill in the blank). We have no-pressure approach to serving our clients and pride ourselves on service after the sales. Currently we are having our anniversary sale, giving XYZ percent of each purchase, and offering an optional Accident and Incident protection plan with every purchase, which will give you additional piece of mind. Our mattresses are over here, our recliners are over there.”
Before you let them, go you should ask, what category of furniture they are shopping for today? If they answer, then lead them there, telling them, you will give them space once you take them (this will likely lead to more engagement vs. leaving them). Or if they say “no, we are good for now.” Then thank them and make sure you not only give them your name after getting theirs but also leave them with one funny or key point about you so they remember you. You climb mountains, your favorite color is X, in your exploration maybe you like the same sports team so mention that. Something by which they can remember. If you are not good with names, there is no shame in pulling out a pen and pad and writing it down — it’s key not to forget their names.
When I was a retailer I tested this 30-second engagement process in my store and found that the client engagement went up from around 70% to 95%. In other words, by having a structured, measured process, we build the value of our organization, almost 100% of the time ensuring that if a client left without buying, the value of what we had to offer was at least conveyed. We implemented this because customers were seen leaving the store during peak times without as much as a simple greeting. This was not acceptable, so we tried something new.
Build Good Habits. Stop the bad or nonproductive habits that are not assisting in achieving your goals. Practice and develop constructive and productive habits that will. The more often you practice these, the quicker they will become second nature. Use your greeting consistently and refine the process.
- Signs of Active Listening
Non-Verbal Signs of Attentive or Active Listening
This is a generic list of non-verbal signs of listening, in other words people who are listening are more likely to display at least some of these signs. These signs may not be appropriate in all situations and across all cultures, however.
Small smiles can be used to show that the listener is paying attention to what is being said or as a way of agreeing or being happy about the messages being received. Combined with nods of the head, smiles can be powerful in affirming that messages are being listened to and understood.
It is normal and usually encouraging for the listener to look at the speaker. Eye contact can be intimidating, however, especially for more shy speakers. Gauge how much eye contact is appropriate for any given situation. Combine eye contact with smiles and other non-verbal messages to encourage the speaker.
Posture can tell a lot about the sender and receiver in interpersonal interactions. The attentive listener tends to lean slightly forward or sideways whilst sitting. Other signs of active listening may include a slight slant of the head or resting the head on one hand.
Automatic reflection/mirroring of any facial expressions used by the speaker can be a sign of attentive listening. These reflective expressions can help to show sympathy and empathy in more emotional situations. Attempting to consciously mimic facial expressions (i.e. not automatic reflection of expressions) can be a sign of inattention.
The active listener will not be distracted and therefore will refrain from fidgeting, looking at a clock or watch, doodling, playing with their hair or picking their fingernails.
- Understand this and sell more: What is the definition of paradigm in the 7 Habits?
Paradigm is a word that means “a pattern or model; the generally accepted perspective.” … Paradigms are part of what Stephen Covey describes, in the 7 Habits of Highly Effective People. In that book, Covey presents his ideas about increasing personal and professional success. Or, as he states, “A Paradigm is a reflection of the way we live based on our experiences.”
There will be instances during the selling process where you may need to shift someone’s way of thinking (this is a Paradigm shift). Customers/Clients approach the buying process based on their experiences or what they have seen in the buying environment. These experiences or sometimes biases can affect your ability to earn their business. By educating and working to open their minds to a new way of thinking about your product or service, you can begin to shift their perception and build credibility. Once you have built credibility, relationships can begin to form and to an eventual sale.
- How to build value to win the sale
- Learn about your prospect’s challenges. Every qualified prospect has challenges you can solve, but you need to understand exactly what those challenges are.
Once you’ve learned what your prospect’s challenges are, you need to dig and work to find a solution and present it to your prospect. Remember, all people and businesses have a lot of challenges, so they must prioritize them. If the challenges your outcome would solve aren’t at the top of your prospect’s list of priorities, then its time re-think your strategy or move on.
- Understand and clarify your prospect’s goals. After you have identified your prospect’s challenges, you need to help her become clear about her goals. What is the prospect really looking to accomplish with this purchase? What challenges absolutely have to be solved in order to achieve that? This is where you want to start talking dollars and cents, and where you build your value.
When you get prospects to articulate their concerns or issues, you can begin to solve their problems.
- Create clear objectives. Now that you know what your prospect should be accomplishing, it’s time to create tangible objectives for your potential relationship.
- Final steps to earning the sale
If you have executed the processes outlined above, you are well on your way. Earning someone’s business starts at the beginning of the sale and continues throughout. This is not just because of how important the first impression you leave on the client is, or because you pounded them with industry facts. It’s more about the work you put in through the entire process and how that builds value, credibility, and confidence so you are in the best position to ask for the sales at the end. If you have used all the tools at your disposal in the beginning, middle, and at the end, you will have the confidence to ask for the sale when you are ready. You can use this time to reaffirm what you presented and their positive reaction to some of the key facts you highlighted. If you have not put in the work, then your ask will be weak and it’s likely they will walk.
You must reaffirm all that you reviewed with the client at the end. When the client acknowledged something, which you said along the way to be beneficial to them, then reiterate that and remind them of why that was of value to them.
*Think about these before each engagement
- How will your service or product benefit this client?
- What are you offering that your competitors are not?
- How will you’re offering ease your potential client’s pain or constraint?
*Suggested books to read if you want to excel in life and selling:
The 7 Habits of Highly Effective People
How to Win Friends and Influence People
Hope is not a Strategy
Start with Why