It's a new world. Folk are so doubtful of promotional messages and being "sold" that their guard is up. Getting people's notice is getting much harder all of the time.
What's a marketer to do?
There's only 1 answer. Change!
Why change?
Sure you might be able to make sales using the old strategies but it'll get harder. Unless your mind-set changes. Till you see yourself as a problem solver instead of a "salesperson" you may never make as many sales as you could.
But more importanly... You will be stressed and won't enjoy the procedure.
And even more importantly, neither will your customers.
Confess. You don't enjoy facing folk who don't truly want to see you. And you don't enjoy cold calling folk who don't really want to be bothered.
But if you truly had the mindset you can help them... And your sole aim was to see if they were open to that possibility... Would not that make it a lot easier.
If you saw yourself as a "solution provider" instead of a salesman attempting to make the sale, would not that change your attitude and possibly even your prospect's.
If you said to them and yourself... "I just would like to see if my solution is a good fit for your problem. If it's not then we will shake hands and I will go away." If everything you claimed and did voiced that goal and that attitude, selling would be easy... Would it not?
There is a New Kind of Sales CoachingCoaching
So how does one develop this new mindset?
Well it's really quite easy. Unless you do not have it.
If you are used to needing to "make the sale" or if you're so focused on setting the appointment... Then this new perspective may not come so easily.
It's not easy to change your thinking to the degree that you'll be fully accepting of being able to run away from a good prospect and give up the sale. For a success-driven salesperson this isn't always simple.
If you are used to using those closing techniques you've been taught for years and you cannot develop the new opening systems required to be in a position to put your prospect at ease, then you have some work cut out for you.
But if you are sick of being stressed from making cold calls and always chasing your customers, it could be a straightforward transition to this new mind set.
If you have always felt there must be a better way. A way where you and your leads can find mutual respect and be able to both agree if your solution truly is not a real fit for their situation.
Imagine being able to live with the truth and never have to chase the sale or chase prospects when the reality was they weren't going to buy anyways. You lost the sale at the very beginning but you never realized it. In fact it never was going to be a sale. Your prospect wasn't telling you the truth... Thru the entire process.
Why would they? They do not know you yet.
Like to learn some more?
Here's an online sales training site that may help you to learn the new selling mind-set for the new marketplace.
What's a marketer to do?
There's only 1 answer. Change!
Why change?
Sure you might be able to make sales using the old strategies but it'll get harder. Unless your mind-set changes. Till you see yourself as a problem solver instead of a "salesperson" you may never make as many sales as you could.
But more importanly... You will be stressed and won't enjoy the procedure.
And even more importantly, neither will your customers.
Confess. You don't enjoy facing folk who don't truly want to see you. And you don't enjoy cold calling folk who don't really want to be bothered.
But if you truly had the mindset you can help them... And your sole aim was to see if they were open to that possibility... Would not that make it a lot easier.
If you saw yourself as a "solution provider" instead of a salesman attempting to make the sale, would not that change your attitude and possibly even your prospect's.
If you said to them and yourself... "I just would like to see if my solution is a good fit for your problem. If it's not then we will shake hands and I will go away." If everything you claimed and did voiced that goal and that attitude, selling would be easy... Would it not?
There is a New Kind of Sales CoachingCoaching
So how does one develop this new mindset?
Well it's really quite easy. Unless you do not have it.
If you are used to needing to "make the sale" or if you're so focused on setting the appointment... Then this new perspective may not come so easily.
It's not easy to change your thinking to the degree that you'll be fully accepting of being able to run away from a good prospect and give up the sale. For a success-driven salesperson this isn't always simple.
If you are used to using those closing techniques you've been taught for years and you cannot develop the new opening systems required to be in a position to put your prospect at ease, then you have some work cut out for you.
But if you are sick of being stressed from making cold calls and always chasing your customers, it could be a straightforward transition to this new mind set.
If you have always felt there must be a better way. A way where you and your leads can find mutual respect and be able to both agree if your solution truly is not a real fit for their situation.
Imagine being able to live with the truth and never have to chase the sale or chase prospects when the reality was they weren't going to buy anyways. You lost the sale at the very beginning but you never realized it. In fact it never was going to be a sale. Your prospect wasn't telling you the truth... Thru the entire process.
Why would they? They do not know you yet.
Like to learn some more?
Here's an online sales training site that may help you to learn the new selling mind-set for the new marketplace.
About the Author:
Rick Hart is a long time salesperson and marketer. He helps salesmen understand cold calling and the new selling mindset on his internet site Online Sales Training.
