1. CAN YOU SELL UNDER
PRESSURE
By:- Dhammika Goonewardena
08th Nov 2014

2. What's the most pressurized selling
situation you have ever found yourself in?

3. Get ready to improve your mental game of
selling, right now.

4. Five Mental Strategies To Help You
Achieve Peak Performance In Your
Selling
• . Think Like A Winner. Master your mind. Control your thoughts. Think
only positive thoughts. Don't allow thoughts of failure into your head.
Maintain mental discipline. Imagine winning from every possible angle.
Winning starts in your mind--remember that your mind is always in
your complete control.
• Keep Your Mind In The Present. Winners maintain mental focus in the
present. Here and now is where you perform, not the regrets of the past
or the uncertainty of the future. Focus on what you are doing, when you
do it. Stop the fears and scattered focus by concentrating on the task
right in front of you, at that very moment.

5. • Realize You Can Only Control The Controllable.
Successful people are aware of the things they can control. They focus on
those, and let go of the rest. Trying to affect uncontrollable factors is an
exercise in frustration, and a set-up to failure. Winners narrow their efforts
only to what will help them win.
Focus on Process, Not Product. Achievers want to succeed big, but they
keep their eye on the journey, not the goal. Having objectives is helpful, but
when you execute, stay focused on the process that will get you to the
winner's circle. Failed performers focus on the prize while they compete, and
they lose. If you take care of the process, you will automatically achieve a
natural outcome of success.
Stay Relaxed Mentally And Physically. Relaxation is one of the strongest
keys to unlocking the doors to the peak performance zone. You can't reach
your performance potential while you are straining and bound up with
frustration and tension. Enjoy yourself and get into the exciting flow of the
moment. Be playful and allow yourself to trust the process.

6. Go for the gold…… with top selling
techniques
• Always Sell to People
This may seem obvious, but it cannot be emphasized enough:
You are not selling to an organization or to a conglomerate,
but to actual, real people. It is important to remember that all
people are different, so you cannot sell the same way to
everyone. Second, no two sales are the same, even if they are
made to the same company under similar circumstances.
To become a good salesperson, it isn't enough to know how to
sell. You must aim to become a people expert. It may sound
shocking, but the best professional salespeople actually like
people!
• Remember, people buy from people - they always will.

7. • You Have To Sell Yourself
Just as you are selling to people, you must also remember that you are not
only selling and representing a product or service, but you are in effect
selling yourself. When beginning a sales relationship, it is important to
remember a few key aspects to representing yourself well.
First, be interesting. If potential customers are bored by you, they have
less of a chance of being enthralled by any product or service you are
representing.
Develop intellect. Of course, you are an intelligent person, but can you
converse in an intelligent manner? Can you discuss related subjects with
thoughtfulness and hold your clients' interest?
Never be arrogant - never talk up or down to your potential clients. It's
rude and will serve only to alienate them. Respect the buyer, and they will
respect you.
Along the same lines, develop your empathy levels. If you can relate to
your customers' situations authentically, it helps to build rapport. Finally,
control your ego levels. A good salesperson is patient and respectful, not
an egomaniac.

8. • You Must Ask Questions and You Must Also Listen To
Understand
A good salesperson knows what questions to ask, and
when. Develop your questioning techniques, always
remembering the traditional rules of questioning:
What? Where? When? Which? Why? Who? And, how?
Continually test your understanding of the situation by
asking questions and verifying that everybody's on the right
track. Also remember that God has given us two ears and
one mouth; we should use them in that order! Successful
sales professionals talk for 20 percent of the time and listen
for 80 percent of the time. It's crucial for new salespeople to
develop their active-listening Skills.

9. • Features Must Be Linked to Benefits
It's a standard sales component, but the features-and-benefits connection
bears repeating and reminding: Features are common, but benefits are
personal and specific. When describing the product or service you are
selling, use "link phrases" when outlining the benefits of the features you
are showing. Say, "Such and such is a feature of this service, which means
that . . .' Remember to be specific.
• Sell the Results - Paint a Picture
You want the outcome for your prospect to be rosy, but you
need to convey that. Discover your prospect's "prime desires,"
and personalize the benefits to him or her. Describe the end
results of the transaction and how it will improve the life of
your prospect.

10. • You Cannot Rely On Logic
Emotion drives 84 percent of all buying decisions, not logic. What are
the chief buying emotions? They include ego, security, and pride of
ownership, greed, health, prestige, status, ambition, and fear of loss. Be
well aware of these emotions as you approach, engage and deal with your
customers.
• Selective Product Knowledge Is the Key
A good salesperson realizes that buyers buy solutions and results; they do
not buy products or services. Know the specific aspects of your product or
service that will create your client's desired result

11. • Aim To Be Unique
Every business, every company, every product has something that is
unique, and this is what you need to stress. Look outside the square, and
identify the uniqueness of your product, your service, your company - and
yourself. Learn to create real value propositions, that pass the "so what"
test
• Don't Sell on Price
Selling on price is simply a cop out. You must value your expertise, your
products and your services, and price accordingly. Always keep the bottom
line firmly in your mind.
Remember, anyone can give business away. Selling merely on price means
we do not need sales people! Just because we are selling in tough
economic times, doesn't mean dropping your pants at every request to do
so.

12. • Be Professional at All Times
The greatest compliment a customer can pay you is to describe you as
"professional." Don't worry about being liked - be respected. Customers do
not buy from you because they like you, but rather because they are
prepared to trust you.
Being professional is not one thing, it is three: It is what you do, what you
say, and how you present yourself.

13. Selling is the most wonderful,
satisfying and fulfilling career in the
world - but only if you are selling
successfully.

14. Winning begins in your mind. Start
winning right now.
Someone has to be the best - why not
you?