Ummmm…Ehhh…..well…..but….sorry……

These are the words you so often hear from those sheepish-looking, white-faced, trembling salespeople who seem to vanish behind some product catalog or their working bags. Their confidence and determination seem to be at the lowest ebb and they appear like empty sacks. Try to put yourself in the customer’s shoes.

Would you like to purchase anything from such salespeople?

Now imagine sitting before a confident and a determined sales person. They shine with enthusiasm and have a positive aura all around them. Successful salespeople are looking into your eyes.

They are smiling.

They look confident

That’s the way you want to look and you want to feel when you are dealing with a prospect or a customer because confidence makes the other person want to buy. Confidence makes a huge difference whether the other person wants to buy or not. Its confidence not only in you or your ability to solve their problems, but it is also confidence in understanding that your company can deliver on its promises. That it backs up its products. That sort of confidence really just naturally comes out when you meet people. It is not something you can fake. It is something that you feel inside and resonates in your sales talk.

So, if this is your area of weakness, you must work upon it by knowing all about your company and its products.

After that comes determination.

Determination is the rock-solid belief that you will just stick to it until you win. You will not miss your goals. You are determined to meet your numbers. It does not matter if you have an old laptop or an old mobile or an old motorbike or no catalogs or your company has an old website that has not been updated. It just does not matter what is in your way. You are determined to meet your numbers and you will win. Have you noticed this in top salespeople???

They just don’t give up, because they are determined.

Do not worry…

It’s just a sales call and not the end of the world. Be confident and determined. Have that positive aura around you. Let that enthusiasm show.

I assure you; you will rock and set the market on fire.

Are you feeling burnt out and exhausted?

Does it feel like a lifetime when you were bright-eyed and optimistic enough to take on the world all by yourself?

Are you overwhelmed by your emotions, and the feeling of insecurity is plaguing your mind?

You are not alone, it happens with all of us. For some, it happens every day, for others a million times a day.

Do not be disheartened, these are just signs that you need to step back and get yourself motivated.

Motivation is a process we develop within ourselves that enables us to meet goals. It comes from within you and is self-generated. It is not something that will happen with a motivation quote or two, motivation is something you do for yourself rather than something that happens to you. It is a set of mental processes well within your control. Our motivation levels may often get affected by internal and external influences, but it is of utmost importance that an individual gets himself motivated fast to face new challenges.

Understanding how to motivate yourself to be proactive, positive and focussed is critical if you want to succeed in sales and here are a few tips on how you stay motivated.

• Wake up and be awesome- Every day is a fresh start. Wake up with determination and with a thought that today is going to be a great day. Wake up every morning with the thought that something wonderful is about to happen.
• Set Daily, Weekly and Monthly Goals– Salespeople must set up a daily, weekly and monthly goal for themselves. Determining the number of calls, quotes, presentations and then meeting them is a self-motivating formula.
• Set ambitious goals and go for them- De-motivated salespeople do not set ambitious goals as they do not believe in themselves. On the other hand, successful salespeople set ambitious goals to motivate, stretch and focus themselves, set out a vision and a strategy for achieving those goals. Having a plan and working the plan gives you the required motivation.
• Align with the best and eliminate negativity- Winning is contagious. Spending time with performers is a great source of motivation. Remove and separate from negative influences. Rather find a group of people that challenge and inspire you. Spend a lot of time with them and it will change your life.
• Reward yourself and celebrate small/big achievements- Rewards motivate. So make sure, that you reward yourself for achieving those small goals you had set up for yourself. Buy yourself an ice cream for smaller achievements or an expensive dinner for a bigger achievement or even a holiday with your family for achieving something big.
• Get a competitive edge- One of the best ways of motivating yourself is to invest in yourself and your personal development to get that competitive edge. This may be achieved by enrolling yourself in a sales training programme or buying good books on selling techniques or even watching a sales training /skill development video on YouTube.
• Get your team involved- One of the best ways I used to motivate myself was creating an unspoken competition amongst my own team to go that extra mile. Create competition amongst your own team, exude energy and persuade others to make selling more enjoyable.
• Rely on past achievements- Remember all your past successes. Think back to those times where you have truly excelled. What were the initial setbacks? What did you do to overcome them in order to achieve that success? Whenever you do something remarkable, write down a summary of your success and stick it up on the wall beside your computer screen. Whenever you are down and out, look over the list of your past successes and remind yourself that the next success is just around the corner.

This is your 8 step formula to stay on top of your game and I would like you to make it an integral part of your life. If you skip a beat, it is ok… catch up with it again and be awesome.

Remember Thoughts Become Things, and you have total control of your life and who you want to be.

Stay Motivated. Stay Awesome.

Price Objections is a real thing, but stop making price an excuse for declining sales, instead, learn how t use it in your favor.  

Let me explain…

You ask any sales person on this planet the reason why the sale could not be closed and the majority would tell you that their product was priced high.

This is absolutely wrong and nothing could be further from the truth.

Price is never the buyer’s biggest concern. If he is convinced that the product is the right one and is confident and assured that it has advantages in excess of the cost difference, the price is almost never the issue.

If the salesperson is able to correctly sell features and benefits of the product to the buyer, so much so, that the buyer is head over heels in love with the product and now has full confidence that the product will get him the solution to his problems, he’ll buy it at almost any price. Expensive products being purchased on EMIs today is one of the best examples. Customers do not stop sales. It is salespeople who stop sales from happening as they carry this myth in their heads that their products are priced high.

When the buyer says, “Your Price is High”, what he’s really saying is, “You’ve not identified my needs, have not sold your benefits, and I see no reason why I should pay so much for the product.”

The price of a product always has to be in relation to the value of the benefit the product gives to the customer. 

You know more about your product and its price than your customer. A tough-minded sales person who is dedicated and disciplined, and who has determination, will never apologize for his price because he knows that his Price is Right.

There are four methods of encountering the price objection:

1. (+) PLUS : Keep adding benefits of your products and giving them to your customer.
2. (-) MINUS : Subtract what other products are not giving.
3. (x) MULTIPLY : All intangible benefits of satisfaction, reliability, quality, company, image, etc.
4. (/) DIVIDE : Break your price into smaller units of long term costs.

Hey, you have just discovered that your Price is Right…what are you waiting for??? Go, Sell It!