The Secret of Sales Success Revealed
Written by Dave Lorenzo on July 24, 2019 / Attitude
If you’re an entrepreneur and you want to be successful, you need to be competitive. Even if you only believe you are competing with yourself, you need to set benchmarks and strive to exceed them each month.
Many people mistake this drive as THE SINGLE key to success.
It is not.
While being competitive is important, being resilient, time and again, in the face of adversity is even more important. Psychologists have identified grit, which is defined as the combination of passion and persistence toward achieving long-term goals, as the single most significant quality in the success of an entrepreneur.
Grit presents itself when you experience what others would perceive as a “loss” in a competitive situation and press onward with an even greater resolve. Sales tests your grit each day. To be successful in sales, you need to offer to help people over and over again. Most people will refuse your assistance. If you view these refusals as “losses” your ego will be beaten to a pulp and you’ll avoid putting yourself in a position to face this kind of punishment again. This would be catastrophic toward achieving your long-term goals.
A change in perspective produces different thinking and also a different long-term outcome.
If you view each opportunity as a chance to help someone (close a sale) or learn something (not close a sale) you are more likely to embrace the opportunity to rush back into the breach and offer assistance.
The sales process is made up of two phases. Phase 1 is discovery. Phase 2 is the offer of assistance. In phase 1 you discover the client’s business challenges and opportunities. In phase two you offer to help him overcome his challenges and fulfill the promise of opportunity. In the discovery phase you learn about the client. In the second phase, you learn about yourself. Everyone wants help, they just don’t know how to ask for it. In each sales opportunity you discover new ways to offer assistance.
I apply this philosophy in all aspects of life.
Here’s a video I made for you to help articulate the point.
Enjoy the video and be sure and subscribe to my YouTube channel for great tips for entrepreneurs, posted each day at 5PM.