Do you have any type of "self-imposed" mental disability?
by Adhir J. Uzcategui
People with physical disabilities regularly overcome their problems in a way that inspires others. On the other hand, people with self-imposed mental incapacity need help, self-help.
These excuses are familiar to him:
•I can not communicate with the client to his phone phone
•The client does not return my calls
•I can't get an appointment
•I fell asleep. I forgot. I didn't write it down. No one told me....
•I was planted by the client
•Our price is too high
•The competition took it
It seems to be harder to "create" excuses than to get a sale. The answer to the problem of "mental" incapacity in sales people is their ability to be or not FOCUSED.
Business Orientation
The approach takes you in the direction of selling. Create the necessary intensity, desire and commitment. Staying focused helps you get the energy you need to follow the steps to get the sale in a competitive market. Easy selling does not exist, competition is relentless, so difficult that it often makes you think if it would not be better to change professions.
The following is a list that Jeffrey Gitomer wrote that will help you get that mental "tara" out of it in order to help you maintain the necessary focus, intensity and commitment:
•Stop blaming circumstances for your situation: it's not the rain, or the car, or the phone, or the product, it's you! You have the option to choose in everything you do. Choose a better way of doing things, do not blame the "way" change the route; do not blame the situation, modify it.
•Don't blame others for your situation: take responsibility for yourself and your actions. Don't blame others for your lack of commitment or the best way to do things.
• Know your customers or prospects better every day: this will allow you to avoid problems, as well as manage them in the best way. If you can't reach your customer over the phone it's your fault for not knowing the best time to get it, so find out what the best time to call them is. Know how the purchase decision is made and what your customer's internal processes are to do so. Double confirm your commitments.
•Persist until you get an answer: the prospect will respect the tenacity of a security salesperson. If it takes five or 10 appointments to get a sale, do you have what it takes to support yourself? Even if the answer is NO, at least you will know what to expect (this does not mean that you should call every 30 minutes to ask whether or not you are going to buy. Handle it wisely.)
• Know where you are, or where you should be: manage your time, have lunch with a client instead of a friend. Stay organized with your prospects; know enough of them to make effective and easy follow-up. Is it effective enough to be on the tenth visit with your customer and achieve the sale?
• Work on your skills every day: books, videos, seminars. You can never have enough sales help material. Think about what you should be doing to improve your focus and knowledge.
•Become security solution-oriented: Instead of becoming bitter about your problems, why not spend the same amount of time and energy working on finding your solutions? Each obstacle presents an opportunity, if you are very focused on the problem the opportunity can be overlooked.
*Adhir Uzcategui is the General Manager of Security Warriors Group Inc., an extension of several electronic security equipment factories for the Americas. You can contact him by writing to the email [email protected]
