Sales Training – Sales is an Inside Job
Sales are won and lost before you ever reach your prospect’s office building. Brian Azar said, “Sales are not made or unmade inside the prospect’s office. They are made or unmade inside you.” You see, you only make a sale if you believe you are going to make a sale. Selling success always comes down to your belief in selling. Now, what does that mean? Well, selling always comes down to our self-esteem. In fact, this is probably the biggest challenge and downfall for most sales professionals. As sales professionals, we get beat up a lot. When you take a look at the Law of Averages, we may only make one sale out of every ten sales calls. That means we may get rejected 90% of the time. Many times we take that personally. We think, “The prospect didn’t buy because they didn’t like me. I just can’t do anything right.” That is sour thinking and in most cases, very inaccurate. Sure, there are a few people in the world who are not going to like you and me. So what? That is their problem. Not yours and not mine. However, most people choose not to buy because it is strictly a business decision. It comes down to a belief in yourself and your product or service. As long as you have a great product or service that is...
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