Four Dimensional Thinking
Think Positively - Think positively about yourself, your company, your product or service, and most importantly, THE CUSTOMER. If you cannot maintain a POSITIVE ATTITUDE toward all these things, you are probably in the wrong job. Do yourself and everyone else a favor and make a career adjustment!
Think Creatively - Write down a problem
that you are faced with and then THINK, HOW CAN I SOLVE THIS PROBLEM
TODAY? Remember, with the proper thinking, problems are not problems. They
are OPPORTUNITIES!
I continually try to live by a statement my father taught me very early
in my sales career. "Do what it is that you do just a little bit
better everyday in every way!"
Think Critically - Ask yourself, Did I do the very best today that I am capable of doing? What can I do better? Criticize yourself for what you do wrong, BUT, don't forget to pat yourself on the back for what you DO RIGHT!
Think Objectively - Have a purpose in what you do. Have a written goal for each day, week, month and year. Without a purpose in what you are doing, you are probably not satisfied with your success. Change things in your life. SET YOUR GOALS TODAY!
Positive Affirmations
Sales people must continually strive to be positive. Use positive affirmations to keep a positive frame of mind. Post them on your mirror, desk or above a light switch, some place where you will often see it.
Here are a few you might like to use:
"I always put my customer's interest ahead of my own personal interest."
"I will give my customers more in use value than I receive from them in cash value."
"I will think, act and speak only in a positive manner during the next thirty days."
"Today is going to be a great day!"
If you will use these positive affirmations on a regular basis, you and everyone you come into contact with will be more positive. Try it! You'll love the results!
Expand Your Knowledge
To climb the ladder of success, we must continue our learning process. Learning the profession of selling is a continuing journey, not a destination. We need to expand our product knowledge as well as our knowledge about the profession of selling, everyday! But remember, Your prospects and customers only care how much you know when they know how much you care. (Re-read Positive Affirmations)
"It Is What You Learn After You Know It All That Counts."
John Wooden
Live and Work With A Definite Purpose
A definite purpose provides all the following advantages:
 Self
Reliance |
Personal
Initiative |
| Imagination |
Enthusiasm
|
| Self-discipline |
Concentration
of effort |
| Budgeting
of time and money |
Alerts
your mind to opportunities |
| Avoids
procrastination |
Prepares
the mind for faith |
| Provides
a success consciousness |
Avoid Using Negative Words
In our everyday communications with our prospects and clients we unknowingly use negative words. Here are several of those negative words and the replacement for each of them. Correct your vocabulary and you will increase your sales.
| Don't Say | Instead Say |
| Cost or Price | Total Investment |
| Your total investment for this ____ is only _____. | |
| Down Payment | Initial Investment |
| Your initial investment for this ____ will only be _____. | |
| Monthly Payment | Monthly Investment |
| Your monthly investment for your new _____ will only be ______. | |
| Contract | Agreement |
| In order to complete our paperwork, I will need you to endorse our agreement. | |
| Buy | Own |
| We have many clients just like yourself who now own one of our _______. | |
| Sell or Sold | Enjoy Owning |
| You will certainly enjoy owning this new _____, won't you? | |
| Sign | Approve or Endorse |
| Will you please endorse our Agreement? | |
| Pitch | Presentation or Demonstration |
| May I demonstrate the great features of this ______? | |
| Deal | Package |
| Our package which includes,and you list everything that the person is investing in. Don't forget to include your warranty and of course your expertise. | |
| Credit Application | Account Information |
| Would you mind filling out this form so that we can set up your account information? | |
| Problem | Challenge |
| This is an interesting challenge. Wouldn't you agree that between the two of us, we should be able to come up with a workable solution? | |
| Objections | Areas of Concern |
| That is a very important area of concern. I am glad you brought it up. Thank You! | |
| Cheaper | More Economical |
| This model is much more economical than most or our competitors products. | |
| Prospect | Future Client |
| I have been working with many future clients who feel exactly the same as you do on this issue. | |
| Appointment | Visit |
| When would be the best time for me to come by and visit with you regarding our offer? |
P.S. When you use any one of the tips from this page and it works for you, e-mail us and let us know. We would love to hear from you.
