Are you creating unnecessary stress for yourself, and in your customers life? The solution: create more space and allow more choice (freedom!).
Early in my sales career, I received some of the best advice that I still use in my work and business life today: be ‘O’ (other) focused, focus on the person in front of you vs. my personal agenda. One of my mentor sales leaders taught me (in business to business sales): don’t follow up with a prospect more than once a week! Yes, there can be some exceptions, such as if you and the prospect agree to a follow up day and time. The best way to end a call or meeting is: gain agreement on the next steps..NOW! People don’t want pressure, they want confirmation, agreement, and space to choose.
I also create space in my sales and group training sessions by allowing people to choose – where they want to sit and always having a physical space twice as big as I need.
Space also means in the sales process, I am never going to present my product or service without doing the proper discovery first. In other words: does the buyer have a true need for what I am offering?
Sadly, sales and entrepreneurship can be reflected on poorly when we don’t create space and choice – people dont like to be pressured or pushed into a corner! Being ‘S’ focused means being focused on ‘myself.’ We all want freedom to choose – so do your prospects and customers.
These are ways to create space in sales, business, and life, to reduce stress:
Ask, don’t tell
Use open ended questions, such as ‘would it make sense?’
When a prospect says ‘no thank you’ thank them for their time, schedule a follow up, and don’t drag out the conversation to waste their time – or yours!
Remember sales and business is a numbers game, even the best sellers won’t get an agreement from every person they talk to!
Allow unscheduled time between important meetings, presentations, and events
Remember NO can mean NOT right now or NEXT – dont take it personally!
Slow down to speed up – eliminate ‘frantic’ from your life and stop over scheduling your day, week, and your life!
I think of you as a success minded friend, and I am passionate about sharing my mission with you: to accelerate sales results and self-confidence, one habit at a time.
I work with sales and success driven stars to crush their results: so they can live a life of PEACE and leave a life of STRESS – to be the BEST version of THEMSELF!
Welcome to the journey of being the best version of yourself!