Knowing the meaning of sales is just a jumping off point in the sales process. 

You must also know why you want to be in sales.  It will make a difference in your ability to learn the skills and apply them successfully.  There’s no right/wrong answer but you must know why you want something to be good at it.

So what is your motivation for selling your product or service?  What is the value to the customer?  Are you interested because you want to make lots of money?  Maybe you really just believe in the product or service you are offering?  Does your interest stem from the desire to be of service to people?  Does the appeal of freedom in your schedule develop the aspiration?  Limitless income tends to draw people in.  Do you feel that there is just a market for your service that needs to be filled?  Or is it something else?  Remember, knowing WHY you want to be in sales, has a profound impact on the ability to be successful.

Now that you know WHY, let’s get into the HOW.  The average Joe or Jane can’t just get into sales and be successful.  The best salespeople know, you must plan and prepare.  They are aware that like many things in life, a positive attitude toward your customer as well as the process can increase the likelihood of “sealing the deal”, The strongest people in any career are constantly learning and growing; sales is no different.  They know they must be more interested in serving the customer than selling their product or service; and they know their product or service very well as well as the benefits of it.

You might remember from our last article “Sales is Just Selling Stuff – Right?” that we suggested that each day you should plan your day including who you are going to contact, their contact information, and what you want to say etc.  Discipline yourself to make ‘X’ number of calls or contacts before doing anything else.  Set goals or objectives for every call.  At the beginning of each day, set a goal for yourself.  These are all part of the “planning and preparation” stage.

Your attitude is showing.

This is your strategic advantage to selling.  You must learn HOW to pump yourself up before the first call of the morning; and even more importantly, how to keep yourself pumped up when you get rejected.

Don’t show your attitude.  Do not sound needy.

Do not say “oh ok” when you hear objections and end up sounding like a whooped dog.  Remain as optimistic and enthusiastic as possible.  When you can feel yourself slipping, it’s time to regroup.  Take a break and readjust your attitude between calls.  If you lose a sale, allow yourself time to determine if there was anything else you could have done, meaning was it you or the situation.

After everything is said and done – mourn and move on.

The thing about sales is that the more you know, the better off you are.  Know you’re your motivation is.  Know what you are going to do for the day (plan and prepare).  Know what your attitude is and how to control it if you get rejected.  The power to be successful is in your hands.  It is simply a matter of how hard you are willing to work to get what you want.  The best sales people know, the sale begins before you even walk out the door or pick up the phone.  You must first prepare yourself, grow your mind and perfect your skills.  The and only then, are you ready to put yourself out there.  Your future is in your hands.