The Sales Closer

Make that Sales call

2007-09-03T22:15:00.000+01:00

The telephone is a fantastic invention, be it traditional land line or a modern mobile, the phone allows us to communicate immediately with anyone at anytime when we want to. Brilliant, or is it!

From a sales perspective the phone should make life much simpler and more efficient, but for many it does not. Making that call be it prospecting, moving a sales forward or trying for a close, the thought of making that call always generates fear of rejection. Even for the most experienced sales person every call causes fear however small. With this fear comes the excuses.

" I need to be in a meeting"
" I'll just finish these quotes"
" I have to go to the bathroom"
etc., etc.

We have all done it. How many prospects or sales have you missed through this fear. I know I have lost many over the years. How much money is that worth to you £1,000's, £10,000's or more.

I learnt a technique a few years ago that has helped me get over this fear. It is extremely simple, but highly effective. I call it the life or death call. It goes like this:

Before the call take 30 seconds and ask your self a series of questions starting with

"After this call will I be dead?"
"After this call will I be in financial ruin?"
"After this call will my spouse/partner leave me?"

And so on.

Pick questions that you feel would have ridiculous outcomes. Hopefully I will never answer yes to any of the above. Once you have diminished the importance of the call you can build the positive impact.

"Will I get a meeting?"
"Will we get shortlisted for our proposal?"
"Will they want to place an order?"

Wow! I could even make some money out of this call. Not only will you have eliminated the fear of calling but you will also have created a positive frame of mind in which to make the call.

Go on it only works.

Motivation the fuel not the destination

2007-06-27T13:46:00.000+01:00

Motivation, what is motivation! A little research will show you that the dictionary definition of motivation is “the psychological feature that arouses an organism to action toward a desired goal; the reason for the action; that which gives purpose and direction to behaviour”. Motivation is the fuel to our desires not the route or destination.

Most people confuse motivation and goal setting and see them as the same thing. THEY ARE NOT! When you set goals you’re laying out the route and the destination you want to get to. When we are setting goals we are telling ourselves what do we want in life and how are we going to get there. What steps do we need to take? A list of goals will always allow us to move forward and give us purpose.

Motivation is the fuel that drives our desires and is one of the big differences in achieving our goals be they big or small. Getting motivated gives us the energy we need to reach our goals in the shortest time possible. Motivation is required to meet our goals and goals are required to give purpose to our motivation. The two work hand in hand. If you get the motivation right you can achieve anything.

There are many ways to get motivated and we will discuss these in future posts.

Motivation The start of it all

2007-06-26T22:25:00.000+01:00

Hi and welcome to my blog. I want you to find this a place of inspiration for all aspects of motivation and enhancing your sales skills to become a true Sales Closer. Come back often