DO YOU STACK UP?… the Law of Attraction says that if you visualize what you want and then focus on it daily, there is a much better chance of it happening. This Law goes on to say that an even more powerful method is to write out a list of what you want. No doubt you have heard of the example of using this approach to Finding a Mate. The concept says that if you write down all the characteristics of the person you want to meet you will find them. Make a list of everything you can possibly imagine about them… appearance, weight, income, job description, likes, dislikes, etc., etc., etc. By describing them in such detail, you are creating a very clear visualization of the person you are looking for. This person becomes very real. There are many stories of this approach actually happening and working out in an amazingly coincidental fashion. So much so that there probably is some truth to the fact that it works.
There is a catch though… if you expect to attract that particular individual to you… you must be the type of person they would want. You have to have an equally appealing list of characteristics yourself! Hmmmm…that makes things a little more tricky, doesn’t it? At the same time, it does make sense… like attracts like. So Bruce, you ask…how does this apply to Sales?
Here is your ACTION STEP…the same approach can be taken in the Sales Business. It is not unreasonable to write out a list of the characteristics you want to find in your Perfect Customer. Someone who is motivated, capable of buying, has a sense of urgency, and pays on time. Not unreasonable to expect that from your Perfect Customer, is it? So then, what is the corollary for you?… who do you have to be? Who is the person that would attract that type of customer? What would their list say? Here it is:
1. Sharp looking, well dressed, confident, pleasant to work with.
2. Knowledgeable and well-versed about your products/services.
3. Timely, punctual, organized, focused on them.
4. A strong Presenter. Above all…not a rambling conversationalist who doesn’t know when to stop talking.
5. Great at asking questions to find out their needs. Listening versus telling.
6. Capable of handling objections and closing… they need answers and direction. Help them decide.
7. Delivers what is expected and delivers on time. You are “your word”.
There are many other components that could be on this list. The main thing is, are you being the person they will want to do business with? Are you the professional that offers “the whole package”. That’s all they’re looking for. Much of sales success is based around the “gut feel” that the Customer has about you. Paint your self in the image that the above seven points create and they will choose you. Make it easy for them… be the person they are looking for. NO Excuses.