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“The love of what you do, combined with your belief in what you do, will not determine your success. It will determine how hard you will work and how dedicated you will be to achieving it. Success just shows up from there.” – Jeffrey Gitomer

Sales is one of the areas of your business that you should be spending most of your time in. Yet, many people are consumed with administrative tasks and operations of their businesses. We need to be spending the majority of our time where we get the greatest return on our investment – ROI!  You may have heard the phrase, “No one likes to get sold to.” Many people I have spoken to shy away from the sales call for the fear of rejection or coming across salesy. I had the same fear at one time. I learned that I am holding back on someone else’s success if I do not share what I do with others that could benefit them.

I want to help shift your mindset through the power of questions and how you can eliminate the Hollywood movie “greased back” hair sales persona. Being in sales is a noble profession and an acquired skill set. Sales is NOT about manipulating a person into buying your product or service. It is about providing a person with a solution to a problem or a way to enhance their life or business in some way. I think sales has got a bad rap because of the approach that some salespeople take. They slap a business card in the person’s hand as they are shaking it without introducing themselves and say, “Have I got a deal for you!” Yuck!

Attitude

The biggest contributor to your sales success is your attitude. You must commit to having a positive attitude and believe in yourself. If you do not believe in yourself, your product or service, how can you expect others to? You are a work in progress so commit to maintaining a positive attitude daily. Practice having a positive attitude and positive thinking and watch for your results.

Rapport and Trust

Sales conversations are about building rapport and trust and understanding that a person may not buy from you until they have heard about your product or service at least 5-12 times. They want to get to know you, like, and trust that you will be providing them with the best product or service. They want to know that you care about their situation before they care how much you know. They want to feel confident in making the RIGHT choice. Let that choice be YOU.

When you meet people whether it be at a networking event or the grocery store, you want to be introducing yourself and starting up some small talk. It could be about the weather, complimenting them on what they are wearing, or even what they are about to purchase. Take a genuine interest in people. Make it about the person first. Ask questions and listen. Allow your customer or prospect to speak and ask open end questions as the conversation unfolds. Be curious and delve into learning more about them as a person, the needs, wants, and obstacles.

Questions you can ask:

What do you do for fun? (Yes fun! It is exciting to talk about what interests us)

What are your plans for the day?

What is exciting in your business? What would make it even better?

Wants/Needs/True Needs

“If you want to achieve your goals, help others achieve theirs.” Zig Ziglar

When talking with people, you can learn what their wants and needs are by asking thought-provoking questions. Qualify your prospects/customers, as much as you may want to believe it not everyone is your customer. Don’t waste your time on people who cannot make decisions.

Focus on benefits and facts NOT features. People don’t care about how flashy a product is (some may but most don’t). They want to know how a product or service will help them get ahead, solve an issue they have been struggling with, or how it will make them feel. Deliver value and provide win-win opportunities.

Questions you can ask:

What made you reach out to me today?

What is holding you back from achieving your goals?

What’s not working in your business right now?

If you could change one thing in your business right now, what would it be?

Impact and Outcomes

Imagine how your customer will feel if you can help them achieve their objectives by providing the solution to their greatest challenge. They will be your biggest champion (by the way – a great time to grab a testimonial about your product or service).

Questions you can ask:

If you were to overcome your biggest challenge, what would it do for your bottom line?

If you made the change you stated would make the biggest difference, what would the impact be?

Problem Solved – New Normal

Tap into what it will feel after the customer or prospect work with you. People make buying decisions based on how they feel. Emotions sell. As you ask questions and listen and ask more questions and share what you have to offer as a solution. Your product or service should sell itself. What will the new normal look like?

Questions you can ask:

What does success look like to you?

If we were to work together, what would be different for you in your business?

You are taking people from where they are to where they want to be. You are helping them get to where they want to go.

Ask for the Sale

Ask your closing question and stop talking. One of the biggest sales mistakes is not knowing when to STOP talking. If they say NO, set a time you can follow up. Don’t take it personally if you don’t make the sale – they are not rejecting you as a person. They are rejecting the way you offered the product or service. Follow up!

Be an Experience

Every time you meet with or speak with someone, make it memorable in the way you make people feel. Do you leave every conversation having others feel better because they have connected with you? Are you energetic and enthusiastic? What do you want people to say about you when you leave the conversation?

Selling is not about manipulating! It is about building long-lasting powerful relationships through education, providing advice, or delivering value. Create win-win opportunities! You are helping others get what they want! You, too, will reap rewards.

We would love to have you subscribe to the Success Secrets newsletter on my website at www.debrakasowski.com where you’re going to get my just release FREE e-book about the 21 Habits High Achievers Kick to Achieve Success. I would love to hear about this podcast has impacted your life. E-mail me at Debra@DebraKasowski.com. Thank you for listening to The Millionaire Woman Show where we talk about leadership, business, and human potential to help you live rich from the inside out. Subscribe to The Millionaire Woman Show. Share it with Your Friends. Give us a 5-star rating!

DEBRA KASOWSKI, BScN CEC is an award-winning best-selling author, transformational speaker, blogger, and Certified Executive Coach. She has a heart of a teacher and is certified in Appreciative Inquiry and Emotional Intelligence. Her writing has been published in a variety of print and online magazines. Debra Kasowski International helps executives, entrepreneurs, and organizations boost their productivity, performance, and profits. It all starts with people and passion. Sign up the Success Secrets Newsletter and get your free e-book download today! www.debrakasowski.com