Within the six inches of real estate between your ears you hold all the answers for overcoming the negativity of the media, any mortgage industry foreclosure crisis, a fiercely competitive marketplace, skeptical buyers, and the general malaise of an apathetic marketplace.
There is one simple truth to become a better salesperson.
The truth is...
YOU ARE THE ANSWER.
You are in control of your sales destiny...
and every other kind of personal destiny for that matter.
For you to become a better salesperson, it is NOT about more systems, processes, scripts, or role plays for you to practice.
In my view, systems and processes have their place in sales, but only a very small place.
Too many sales people use a six-step sales process as a crutch for sales success.
A systematic methodology of selling is only as good as the one who delivers it.
Rather, you must depend on yourself, your intuition, and your insights about your buyers.
"The Secret to Selling is...
YOU ARE THE ANSWER!" YOU ARE THE ANSWER is a personal belief system.
A belief system is that idea or concept YOU hold as truth.
For example, you may believe that when you throw a basketball up in the air, gravity will eventually pull it back down.
That belief is based on your experiential references.
Every time you have thrown a basketball in the air, it has eventually come back down to the ground.
It is your truth.
You have personal belief systems about sales, your ability to sell, buyers, and the marketplace in general.
These belief systems have been influenced by your personal experiences and external history.
They are your truth as you know them now.
The interesting fact is your truth can change, if you desire.
How else could a three hundred ton rocket be launched into outer space? Rocket scientists challenged the laws of gravity, and based on new knowledge and experience, the prior "truths" changed to new beliefs.
You don't have to be a rocket scientist to sell your product or service.
In fact, all you need is a set of beliefs about what is possible.
But you say, "Paul, you don't get what's going on in my market.
The statistics show a fifty percent decline in sales in my industry.
My traffic is seventy-five percent less than it was two years ago.
" If you hold on to that belief for much longer, you will certainly face sales disaster.
If that genuinely is your belief, then I have three simple questions for you.
1.
Who is selling the other fifty percent? 2.
Who is talking to the other twenty-five percent of the traffic? 3.
Why the hell are you still in the sales business? "The Secret to Selling is...
YOU ARE THE ANSWER!" Own it and sell the lights out.