Are You Ready to Go Prospect?
Just like the gold miner know he has to have his pan, pick and gold bag ready when he goes to hunt for gold, you know you need a good understanding of your products and services, marketing materials and the like when you go to sell.
However, the most important thing you need, by far, is the right mindset. You could have the biggest sample box or the flashiest marketing brochures and you won’t sell a thing.
The best way to think about selling is this:
You are not looking for prospects that you can sell, you are looking for people and businesses with problems that you can help solve.
For many, selling is not a good thing. There are many reasons why they feel this way and none of them make them feel warm and fuzzy. You can probably name five or six that apply to you right now. But turn it around to helping solve problems and they pretty much disappear, don’t they.
Everyone likes to be helpful and it feels good to be part of a solution.
But there is a bit of a problem with that. YOUR solution has to fit their problem and stand out as the best solution from all the others that are in the market. How do you do that?
Again, it starts with your mindset – and your practice. You do it by really caring that your clients get a solution that totally meets their needs. You approach it by being analytical, problem solving and making that your goal – as opposed to making the sale. The sale will happen if you follow through on solving the problem the best way.
So, don’t think of yourself as a GIANT SUPER SALESPERSON. Consider yourself a MONOLITHIC PROBLEM SOLVER.
It’s not what can I sell you today. It IS: What problems can I help you solve today?
To Your Success!
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