Posts tagged ‘winning mindsets’

Okay, the third strategy to closing the deal when you are ahead is based upon learning how to burn the clock as fast as you can to close the deal. This means you remain in contact with your customer and influencers and coaches during the end stage of the sales process.

Be available to answer questions. Treat each question like it could be a deal-breaker, because it could be a deal-breaker if you ignore it. The key here is to listen to every question, listen to what is said, listen for what is not said that should have been said based upon your experience. Ask clarifying questions to gain a true understanding of issues or concerns held by your customer. Continue reading ‘How to “Burn the Clock Faster” to Close the Sale’ »

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Posted by Voss Graham on April 20, 2009 at 5:47 am under Sales.
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We know that Super Star Sales People possess something that is unique to them and appears to be lacking in the rest of the sales team. The Super Stars have a winner’s edge that gives them an distinct competitive advantage in the marketplace. They are able to win even when the odds of success are low. How do they do this with such regularity?

What is really happening that places the “winner’s edge” in certain people and not everyone else? It is quite simple if you study this trait – it is a Winning Mindset. Sounds like a “soft skill” issue and trust me – it is. As I stated in a previous blog post – soft skills are hard. The ability to stay positive and optimistic even when staring adversity in the face is an art. Why is it an art? Because of the mental side of the process of winning.

Winner’s have the ability to connect their beliefs, attitudes and behaviors to form a “Winning Mindset.” This connection begins with beliefs. If a sales person truly believes that they have a real solution for a customer and the customer will benefit and receive value from the purchase – then the belief works with the sales person to become successful. If there are disbeliefs regarding solutions, benefit and value – the subconsious mind will actually sabotage the process.

We have had the opportunity to work with several sales teams that have had exhaustive sales training and skills practice. Then during discussions with the sales managers we learn that statements have been made that indicate sabotaging actions by several sales people. How could this be – they had been trained to use very successful sales processes? The issue is self-limiting beliefs are hindering the successful execution of tactics and processes for sales success.

So, how does a sales person identify self-limiting beliefs? How does a sales person change the self-limiting beliefs so they can become more successful? Well, the solution is quite simple if you know the process to continuously improve your mental edge regarding the pathway to consistent sales success. In fact, once the sales person learns and practices using the process – they can positively impact their success at any point in time.

If you want to learn more about this unique solution to adding a “Winner’s Mindset” contact Robin Graham at our offices in Memphis, TN. The phone number is 901-757-4434. Take action today and insure your ability to win tomorrow.

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Posted by Voss Graham on October 30, 2008 at 7:48 am under Sales.
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