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.
When you integrate mindfulness and sales you become more effective and profitable. Mindfulness is being present in the moment, without judgment. Use mindfulness to increase sales by:
- Reducing Stress and Anxiety
- Creating Focus
- Reducing Overwhelm
- Increasing Memory
- Improving Health & Happiness
Movement | Trial Close & Close: Mindful Sales Practice 6 of 7
A trial close is a fact-finding question, or series or questions, used to determine the customer’s level of interest in buying your product or service. This is typically used strategically before closing the sale as a way to show if the customer is ready to buy. Do not be discouraged if the customer is not ready to buy when you are ready to sell. A mindful sales professional is patient and is understanding that decision-making on a purchase is not always aligned with a month-end sales quota.
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. Keep your dignity throughout both winning or not winning the business, and this will be rewarded in future (think referrals, etc.).
The trial close/close step is commonly believed to be the hardest step of the sales process. Therefore it is a huge opportunity for you to infuse mindful practices. In Holly’s book, Mindful Leadership The A to Z Guide for Stress-Free Leadership, she provides a mindful leadership practice and coloring mandala for every step of the mindful sales process. The corresponding mandalas for the “T” in Trial the “C” in Close are Trust and Center, respectively. As you grow your mindfulness practice, trust and continuously refer to the seven steps and you will be guided on what to do, what not to do and how to move to the highest and best outcome of every sales exchange.
Remember your Intention
Center | Breathe | Keep your Beliefs positive
Focus on your positive Vision
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Eric Szymanski is a C-Suite Network Advisor and an award-winning co-author of Sell More, Stress Less: 52 Tips to Become a Mindful Sales Professional. He is an American hospitality industry professional with extensive sales & marketing leadership experience. Eric has demonstrated success in leading high-performing sales teams through planning, implementing and monitoring actionable sales and marketing plans at hotels and resorts of all sizes, including city-center, convention district, airport and attractions areas. He has a proven track record of success at all levels through the achievement of both individual and team goals for several 1st tier, globally recognized brands such as Disney, Marriott, Hilton & Starwood Hotels & Resorts.
Throughout his career, Eric has created authentic, world-class experiences while volunteering at all levels in several meetings industry associations. In 2018, Eric was recognized with the top individual sales award in the convention sales division at The Walt Disney Company. In 2002, he was recognized as Caterer of the Year by the Orlando, Florida Chapter of the National Association of Catering Executives. He is an avid runner, choral music performer & father of twin daughters who entered college in the fall of 2019.