The sales cycle is never ending. It evolves, flows and repeats itself the next time a customer is looking to make a purchase. Congratulations if you won the sale. Celebrate the victory and begin the follow up of delivering on the product or service that was sold. If you sold any product or service, follow up would include making sure the product works or service is delivered as agreed with the customer in the previous steps in the sales process. Remember to express thanks, gratitude and/or appreciation in an appropriate way.
Closing the sale is plainly and simply asking for the business, confirming the sale or the achievement of a “desired outcome.” It is the ultimate moment of truth. Are we doing this or not? Closing comes in many forms and it may bring anxiety to the sales professional. Human nature may involve a certain fear of rejection. Who wants to be told no, or they are not being selected? If you have engaged with all of the steps of the Mindful Sales process, and your potential customer is aligned with your product or service, closing should be a natural and stress-free part of the process. Whether or not you are selected is something you can learn from.
An affirmation is a positive, present tense statement of what you want to have happen. It is easy to focus on what we do not want to have happen. Come on, admit it, you’ve found yourself standing around the water cooler, or in the lunchroom spouting off the negative of some client interaction. Your words have power. Let’s learn to share our joys and not our stresses.
The best athletes in the world talk about how they visualize in their mind’s eye what success for their individual sport means. For example, over the course of their career, each athlete visualizes their successful manifestation of scoring or defending, countless times. We could name the best of the best in their respective sports, Michael Jordan/Diana Taurasi, Tiger Woods/Annika Sorenstam, Billie Jean King/Roger Federer, Pele/Mia Hamm, if visualization works for world class athletes, it can work for you!
Qualification is, without question, the most important step in the Mindful Sales process. This includes a series of questions you ask your customer before selling anything. There are many ways to do this. We focus on five key areas that can be used to better understand your customer and the reason they are looking to make a purchase.
There are good days in sales and there are challenging days. It’s an everyday journey. The stress of living and selling yourself as a sales professional today requires us to have focus and stress reduction techniques that may be used throughout the day during every buying and selling encounter. We all must look at our business mindset and the sales process in a different way.
There are good days in sales and there are challenging days. It is an everyday journey. The stress of living and selling yourself as a sales professional today requires us to have focus and stress reduction techniques that may be used throughout the day during every buying and selling encounter. We all must look at our …