Today we are going to take a look at Sales Leads. And in particular how to do everything in your power not to lose one… especially to a competitor.

We are also going to be taking a look at the power of your mind plus I am going to share with you a Quota crushing sales tip.

Download Podcast Transcript

3 Things to Remember About Leads

If there is one thing that is crucial for sales, it is leads. In the world of business where so many things can shift in an instant, it is essential for a salesperson to understand how there are no guarantees when it comes to leads.

The potential customer who you thought was already in your hands today can turn out to be in your competitor’s hands tomorrow.

Absolutely anything can happen to your list of prospects.

This is a subject of great concern to salespeople. After all, we rely on leads for the growth of our customer base and to make more sales. Losing a lead means losing a sale that we could have had; something that we unquestionably do not want to happen to us.

How, then, can you ensure that your hot leads now will not turn into cold later? Download the Transcript to Find Out More by CLICKING HERE

Be Careful With Your Thoughts

Problem: Every year in most major cities there is a road show consisting of prominent self-help gurus and other personalities who spend a day telling their audiences how to feel good about themselves and improve their performance.  Not surprisingly most of the audience are in sales.  No surprise!  Sales is a tough business, rejection is commonplace and pressure to meet quotas can be unrelenting.  It’s no wonder that salespeople have attitude problems.  While these events are useful in momentarily motivating attendees, what happens after the motivators leave town?  After a few days, most folks are right back in the same mess as before, and little has changed.  So how can we make change permanent?

Diagnosis: Although these workshops are helpful, long term we are responsible for our own attitudes.  How often do we silently proclaim, “I can’t do that,” “I’ll never be able to…” or worse, “I don’t deserve…”?  How often do we set goals and expectations at a “safe” level so that we can be assured of making them?  The person who wants to play it safe, who is hesitant to get out of his or her comfort zone, may lead a comfortable life but may fail to achieve their true potential.

Solution: “Imagination rules the world,” declared Napoleon Hill.  Albert Einstein (that’s right, old E=MC²) professed, “Imagination is everything, it’s a preview of life’s coming attractions.”

Much has been written about how we are a product of our thoughts. Essentially, we are a self-fulfilling prophecy. The mind brings into reality the things it thinks about most.  However, our subconscious mind makes no distinction between positive and negative thoughts.  If we fill our mind with doubt, fear and disbelief, if we lack self-confidence, if our self-image is negative, chances of our being successful are remote.

We gravitate in the direction of our dominant thoughts.  This is an extremely important principle.  Think about something and you will move toward it, even if it is something you don’t want.  Therefore, saying “I don’t want to blow this opportunity” or “I better not miss this shot” often will cause us to achieve the opposite of the desired result…in other words, failure.

We get what we expect.

Now, That’s good news since we are in control of what we think about.  You decide what to put in your mind and so determine what you get back.  Discipline your thoughts and you’ll determine what you reap. “The average person quits at the first failure.  That’s why there have been many average people and only one Thomas Edison,” remarked Napoleon Hill.  How true these words are?

Now A Question For You

Who wants to crush their sales quota this month….?

No that’s not the question… the question is

Are you selling to need?

When you engage with your clients, are you looking to find your clients need?

We’ve been taught for years to find our customers’ needs and then sell to them. We have been taught to ask lots of questions, find their need then position your product to fit their need.

Sound familiar?

Is that how you sell?

Ok, good, now STOP

You see, selling to a need is a handicap to sales people.

Selling to a need assumes your customer has a need and more importantly, knows that they have a need.

The problem with this assumption is most sales opportunities are found because the prospect didn’t even know they had a need. They didn’t know they needed anything. They thought things were just fine.

Here’s what’s wrong.

There is no need without a problem.

Trying to find a need without finding the problem is like trying to fish without a pond.

NO pond, no fish.

No problem no need.

If you want to increase sales, if you want to improve your win/loss rate, if you want to crush your quota, start looking for your customer’s problems.

Sales are always where the problems are.

To Download the Podcast Transcript CLICK HERE

The post Monday Sales Coach Podcast Episode 006 appeared first on Peter Gianoli.