Selling Is A Mind Game

BUYING DECISIONS ARE NOT MADE ON GOLF COURSES, RESTAURANTS, TRADE SHOW FLOORS, KITCHEN TABLES, OR BUYING OFFICES, BUT IN THE BUYER’S MIND.

DECISION-MAKING IS A MENTAL PROCESS.

SELLING IS A MIND GAME.

In today’s environment of rapid information exchange, sound bite communication, text messaging, and exploding technology selling requires a fully stocked “tool box”.

Selling Is a Mind Game is a comprehensive guide for individuals who are entering the sales profession or for the veteran to re-examine basic sales fundamentals for successful selling. It provides a straightforward presentation designed for a quick read, with content focused on the buyer’s mental process, interaction between buyer and seller, along with sales disciplines, techniques, and additional skills necessary for success. An expansive approach provides each reader the opportunity to relate individual product and industry knowledge for personal skill development.

Separate yourself from the herd—gain an unfair competitive advantage with proven sales disciplines and techniques.

Some of the Many Topics This Book Explains and Teaches:

• THE ART OF PERSUASION
  What it takes to influence others

• RULE OF “80”

FUD FACTOR
“Fear—Uncertainty—Doubt”

• SELLING LANDSCAPE
  Understand how the “game” is played
• DECISION-MAKING PROCESS
  Identify how buyers think
• SELLING DISCIPLINES & TECHNIQUES
  Taking advantage of buyers decision-making process
• FEATURES & BENEFITS
  Features Tell—Benefits Sell
• TAKING THE SALES STAGE
  Superstar verses Average
• BUYING SIGNALS
  Know when to close
• WHY BUYERS PRESENT OBJECTIONS
  Learn why the no-sale sign goes up

TAKING THE STAGE

What’s the difference between a rock star and another equally talented singer? What’s the difference between an average sales person and a sales superstar? Stage presence, showmanship, and the ability to captive their audience separates the run-of-the-mill form the elite.

Salespeople are the principal actors on the “sales stage.”

As a teenager I attended a “home show” in south Texas with a buddy looking to have some fun. Walking down the aisle, we scanned the booths in an effort to identify cool new products. Slightly behind us on our left came an unexpected, enthusiastic voice bellowing out, “Want to stretch your dollars?” My involuntary human reaction kicked in, and I along with others in the aisle turned to see who was posing such a question. There he was, holding a dollar bill at each end in front of him so everyone could see it. In one quick motion, the rubber dollar bill was stretched several times across his chest as far as both arms would reach, followed by “Step closer and learn how to stretch your dollars!” The crowd moved closer, the sales pitch (performance) was given, and the product was sold. I don’t remember what was being sold, but I still recall how my attention was captured. On that day, I learned that gaining attention and interest is a prerequisite to selling a product.

Without core competencies of product knowledge and selling skills, efforts will fall short, however loaded with product knowledge. Without a “stage presence,” the client (audience) may be left flat and unmotivated.

From the initial client greeting, a salesperson is on the “sales stage,” performing with each presentation delivered. The practiced ability to deliver a pervasive message cannot be underestimated. Extraordinary success combines knowledge, selling skills and a “stage presence.”

Delivering a presentation is performing for the buyer. Salespeople have a license to develop a “stage persona” (style) allowing for exceptional behavior. When taking the “sales stage,” carefully consider the client (audience) and target the benefits they desire. Clients (audiences) are diverse and may each require a different approach. Don’t become a “one role actor.” Selling a dream vacation on a cruise ship headed for an exotic island requires a different approach then selling funeral services.

During the sales encounter exhibit self confidence—appropriate voice inflection; product knowledge; –enthusiasm—positive body language; command of the presentation—strong conviction that the product will perform as advertised.

A strong performance on the “sales stage” will seize the attention and gain the interest of your buyers and improve your closing percentage.

Selling Is a Mind Game provides a solid base of sales disciplines and techniques and illustrates how to transform your sales calls from guess work into meaningful sales conversations that coincide with the buyer’s thought process.

Personal selling skills determine future success or failure.

IT’S YOUR CAREER—INVEST IN YOURSELF.