Have You Taken the Sales Attraction Potion?

 By Guest Author: Mike Moore

What if you became aware that there was a ‘sales attraction potion’ you could take to prepare yourself to meet people when you’re selling. This ‘potion’, when taken, allows a person to relax, open up and engage a salesperson. In short, it attracts people to salespeople and allows them to connect. When this connection happens, the opportunity for real dialogue and conversation is possible. This connection allows the engagement and dialogue that sales managers, salespeople and sales trainers have been trying to make happen for years. This ‘potion’ and the connection it allows to happen, is necessary if consumers are to get what they want and enable a business is to grow.

What if I told you this ‘potion’ has been around for years and really works?  You’d be first in line. “Sign me up”, and “Where do I get more?” are the most common responses. The cynical salesperson wants to know how much it costs. What if I told you it’s free and the supply is unlimited? Well, guess what, it’s real, you can take it all the time and it will not only increase your sales, it will change your life.

What if I told you most salespeople are infected with a ‘sales repellent virus’ and this ‘virus’ has been handed out, usually unknowingly, for free, for years, by their companies, sales managers and sales trainers? Even more importantly, when a salesperson is left alone they catch this ‘sales repellent virus’ and even help spread it themselves.  What if I told you when economic conditions get tougher the strength of the ‘sales repellent virus’ increases and more is handed out? Most people in the profession of sales think…’Not me, I’m couldn’t be infected with this virus’…but this virus has been growing for several decades and if it isn’t treated with the ‘sales attraction potion’ it’s will eventually make salespeople extinct.

The result of the majority of salespeople having the ‘sales repellent virus’ for many years now is that selling has become more difficult and the relationship between salespeople and consumers has become damaged. In fact this relationship is so dysfunctional people don’t want to talk to salespeople and salespeople think ‘buyers are liars’. With most salespeople infected with the ‘sales repellent virus’ consumers have become conditioned to avoid salespeople whenever possible and only engage when they have to.  The most common responses to becoming aware of this ‘virus’ is, “What are you talking about?”, and “How can I make sure I don’t have it or spread it?”

We’ll get to, “how to avoid” the ‘sales repellent virus’ and how to get healed if you have it but it’s more important to understand that there’s an antidote,  ‘sales attraction potion’, that can be used, and when used, will increase your sales, make customers and build your business.

Remember, the supply of ‘sales attraction potion’ is unlimited and free! However, even when you know what it is and how to use it, you’ll have to take it every day and you’ll have to keep taking it every time you engage someone in a sales conversation. In short, the ‘sales attraction potion’ is simple to use but wear off easily because other people will be trying to give you the ‘sales repellent virus’. This usually happens unknowingly and if you aren’t careful it’s easy to catch this virus!

Let’s investigate the ingredients in the potion and the virus that are the same. They include skills, attitudes and actions that are necessary in the profession of sales but insufficient without taking the ‘sales attraction potion’. These three ingredients are the ones companies, sales managers and sales trainers have been teaching and salespeople have been using for years while infected with the ‘sales repellent virus’.  Next, there is the active ingredient that attracts or repels people.  The ‘repellent virus’ makes people avoid and even lie to salespeople while the ‘attraction potion’ connects and starts healing the consumer and salesperson relationship.

By now, I know you’re ready for the active ingredient…The ingredient that causes the ‘potion’ to attract and the ‘virus’ to repel, is a salespersons’ intention when engaging consumers. Before a salesperson opens their mouth to speak, their intentions are felt (like the scent of a potion) by the consumer. The consumer then decides unknowingly, preconscious, to connect or avoid the salesperson. The salesperson’s intentions create their demeanor, presence and attitudes and cannot be faked. What the consumer feels or reads is the genuine intention from the salesperson.

The effects of the active ingredient in the ‘virus’ the salesperson has is evident when consumers avoid talking to or opening up even when salespeople ask good questions and genuinely cares about the people they are trying to sell but is infected with the ‘virus’.

‘Trying to sell’ is the active ingredient in the ‘sales repellent virus’. The ‘virus’ even sabotages skilled salespeople who believe in their product and company, care about the consumer, but unknowingly are infected! Even they will repel people more often than they attract them. You can’t hide the virus from people…it is always showing!

The best example of the effects of the ‘sales repellent virus’ or intention to sell, can be witnessed in a new home sales office when watching the interaction between consumers and salespeople. If there is a salesperson and a temp in the sales office and a consumer comes in, they will most often engage the temp and avoid speaking to the salesperson. I’ve personally witnessed this and over the years had many new home salespeople confirm this behavior by consumers.  It’s amazingly interesting that the consumer is attracted by the ‘sales attraction potion’ the temp has taken or repelled by the ‘virus’ salesperson is infected with. The consumer will engage the person that is not infected with the ‘virus’ that contains the intention ‘to sell them something’.

Most companies, sales managers and sales trainers want salespeople to say the right things to create a better conversation with consumers.  They want and teach salespeople to ask better questions and be better listeners. The problem is, when salespeople try to do this, while infected with the ‘sales repellent virus’, consumers won’t engage them and the engagement or conversation stalls.  As long as a salesperson is infected with the ‘virus’, sales will continue to be difficult and the relationship between consumers and salespeople will grow more dysfunctional. In short, people will keep avoiding salespeople until they become extinct.

The active ingredient in the ‘sales attraction potion’ is the intention to help, serve and do what’s best for the consumer. The intention to make customers, not sales, is the missing ingredient and cannot co-exist with the intention to sell. In fact, I’m convinced the intention to sell is the spoiled version of the intention to make a customer. The ‘virus’ wasn’t and never has been anyone intention to spread. It just mutated over the years from paying to much attention to the desired results companies, sales managers, salespeople and sales trainers wanted to create, instead of paying attention to what would create the results. Too much concern over what we want and not enough concern over what customers want. It’s also obvious that in a difficult economy we spend more time worrying and obsessing over the numbers and less time concerned about the customers concerns so the effects of the ‘virus’ worsen and spread.

When the ‘sales attraction potion’ is taken, the missing link in the sales conversation happens…a connection between the salesperson and the consumer. This connection causes or allows a conversation or real dialogue to take place so a healthy relationship can begin. This is the power of the ‘sales attraction potion’; it makes the consumer/salesperson connection happen and allows the other ingredients in the ‘sales potion’ to be used to best serve the consumer.

The steps of a sale, which have been taught for many years in various forms, only happen when this connection is made. Consumers only engage salespeople who have taken the ‘sales attraction potion’.  When the connection is made, people are served, customers are made and sales increase while business grows. After taking the ‘sales attraction potion’, salespeople are free to enjoy the profession of selling as the noble profession of service it was intended to be.

Whether you have taken the ‘potion’ and whether companies encourage their salespeople to take the ‘potion’ will determine your sales success!  Keep handing out the ‘virus’ and you will keep struggling to make customers.

Intention is the active ingredient in the ‘potion’ that attracts consumers. It is the ingredient that leads to your sales success!

Click here for more information on how to make and take the ‘sales attraction potion’ and recover from the ‘virus.’

Develop A Customer Focused Sales Proposal

Written by Mike McCormac

Is Your Sales Proposal Customer Focused?

Sales proposals are very often the most boring documents ever written.  Sales and bid professionals spend a huge amount of time and money producing this garbage, and inextricably they keep doing it.  Times have to change.  Here’s some thoughts.

Sales Mindset Vs. Sales Training

Clayton Shold suggests you picture the announcer in the middle of the ring broadcasting – “In this corner, wearing the red shorts we have the challenger, weighing 217 pounds, winner of this year’s collegiate championship, introducing Sales Mindset. Defending the long-standing domination of this event, winner of 35 title bouts, defending heavyweight champion, weighing 224 pounds, in the black shorts, please welcome Sales Training.”

Can you imagine two heavy weights like Sales Training and Sales Mindset squaring off in the ring? It might be one exciting sparing match. Both are critical to ensuring sales professionals get to, and remain at the top of their game. Which is most important?

Strategic and Tactical – How not to confuse activity with results.

Original Post: On December 27, 2010, in Features, by Bob Davis

I was thinking the other day about my consulting practice and what others are doing in the space. I was wondering what I do that keeps my clients engaged (and paying my invoices!) The answer is that I provide a sales strategy that works and tactical advice along the way dependent on what is going on in the sales pipeline. Other trainers do a lot more tactical stuff… I’m more strategic I think.

So what the hell does that mean?  What is the difference between tactical and strategic? Now the truth is that I am not the sharpest knife in the drawer, so for that answer I turned to someone a bunch smarter than me… my wife! (it’s way true).  She said think of it this way.  During a war, there is a strategy set by leaders with an overall goal in mind.  Tactics are the individual actions necessary to carry out the strategy and move you incrementally towards that goal.  Tactics are the substance of strategy and require solid management. Ah ha!

Sometimes I tell my clients that they need to be careful not to confuse the activity with results. Very likely they are confusing the tactics with the strategy. Are we arranging the deck chairs on the Titanic? How do we keep from getting caught in this dilemma? Simply, by keeping a keen eye on the strategy with incremental key measurements towards the goal and then adjusting and training around the tactics that support it. All of the best tactics in the world won’t get you there with a flawed strategy. A simple sales strategy defines and measures the tactics that create a successful outcome, not the other way around.

Bob Davis is the owner of simple.sales.strategy in Austin, TX providing sales training and holding sales people accountable to a proven, systematic sales system. He can be reached at 512.658.9500 or rsdavis@simplesalesstrategy.com

Sales Tips: How to Use Conversational Hypnosis

By Marc -  “Hypnotic Selling Master”

A good salesperson should know, to some extent, how to use neuro-linguistic programming to his advantage.

Neuro-linguistic programming is essentially the use of conversational hypnosis to persuade a person to do something that he would otherwise not do without influence.

One of the most important sales tips that a salesperson should keep in mind is the power of hypnosis in increasing sales. This can be achieved easily through improving conversational skills.

Implementation vs. Execution

by: Tibor Shanto on: Top Sales World

Sales is a game of words and meanings; the words we use, how we communicate them, their interpretations by the receiver, directly impact the meaning others take away from our message. It all count in sales, and therefore has to be actively managed and results dealt with. This is why language is an important aspect of sales; further, a key attribute of a solid sales culture is a “common language.” The key in sales is that the communications have to align with actions.

It is no surprise that people often hide behind words, or get very different results than they set out to achieve, based on what and how they communicate, then act. Case in point is how some in sales the words: Implementation and Execution.

Seven Critical Qualifying Questions

Written by: Rob Halvorsen

Learning to qualify prospects early in the sales cycle is one of the biggest challenges sales professionals face today. Pursuing non-qualified prospects cost sales professionals and the companies they represent thousands of dollars in commissions and revenues each year.

Training your salespeople to not waste time working unqualified accounts, or building relationships with the wrong people in qualified companies is imperative to the long the term success of our sales team and your company.

By understanding your salespeople’s natural fear of qualifying, you can better coach them to ask the seven critical qualifying questions early in the sales cycle. Their productivity will improve, and you will achieve more sales in less time.