Mindset for Sales

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Mindset for Sales

“Mindset for Sales”
You can see
either Goals or
obstacles
Burning Desire
Selling like
Cooking a dish
Recipe for
Failure
Recipe for
Success .. Will &
Skill
Pleasing
personality
You are an
ambassador
First Impression
Winning first
impressions
Seling is a
rejection
business
Sincerity is the
foundation of
relationship
selling
Building a
relationship is a
process, not an
event

You can see either Goals or obstacles
Reasons for failure in Sales:
• Lack of burning desire.
• Failure Stories ??? Never heard of them – why because it
would only be blaming others – like parents, teachers, the
economy, the stars, luck, their horoscope, or whatever.

Winners turn a negative into
positive. Winners do it in spite
of problems, not in absence of,
and losers make excuses in life

Burning Desire
• Success is the result of practicing the principles that lead to
success.
• Difference between preference & Conviction in life ;
• preference are negotiable ,
• Conviction are not
• Under pressure preference always become weak.
• Under pressure Conviction become stronger .
• Sales do not happen by sitting back.
• They are the result of tremendous hard work, effort and conscious
action.

Selling like Cooking a dish
• Selling is like Cooking a dish .
• Right ingredients ,
• Right quality
• Right proportions
• Right manner and
• All above mixed in the right order .

• Poor attitude.
• Poor values.
• Poor planning
• Poor selling
• Poor service
• Poor planning
• Poor marketing
• Great Selling
• Frustration
• Burn out Great Planning
• Great Selling
• Great Marketing
Recipe for Failure

Recipe for Success .. Will & Skill
• Great Attitude
• Great Values
• Great Planning
• Great Selling
• Great Service lead to HIGH TRUST
• NO/LOW RISK
• Growth , Prosperity and Success .

Pleasing personality
• A pleasing personality is a Composite:
• Of overall Behavior
• Appearance
• Verbal & Non verbal Communication
• Dressing
• Grooming
• Etiquettes
• Manners etc
• The Composite personality reflects in our” PEOPLE SKILL
‘Which is the starting point of rapport – Building

You are an ambassador
• every one is a sales person for their Company or Country ..
A case in point – We have an office in Singapore . I gave a
taxi driver a business card to take me to that address When
We arrived . The meter read $ 11 . He pulled out $ 11 but
he took only $ 10 . I asked him How come you are taking $
10 ..He replied As a taxi driver I am supposed to take you
straight to your Destination . since I did not know the last
spot I had to circle around the building . had I brought you
straight here the meter would have read $ 10 what he said
thereafter touched me the most he said “ Legally I can
claim $ 11 , but ethically I am entitled only to $ 10 . he
then added “ I am not a taxi driver . i am an ambassador of
Singapore

First Impression
• We form initial impression of one another based on
appearance or visuals .
• First impression we give to people could either be positive
or negative & accordingly feels comfortable &
uncomfortable
• First impression includes
• Body language
• Gestures
• Postures
• Handshake
• Smile eye contact
• Manners
• Etiquette and greetings

Winning first impressions
• Appear well groomed
• Look neat & clean
• Dress formally
• Greet with a warm smile & firm hand shake
• Mannerism should be gentle
• Be observant of the surroundings
• A negative first impression could lead to loss of a sale and
eventually the business relation ship . Many times the door
closes permanently . it is of the utmost importance that
our appearance and mannerism be pleasant & courteous .

Seling is a rejection business
• Success is not measured by how high you go up in life , but
how many times we bounce back after we fall down .
• In the selling profession , there are more rejections than
approvals & acceptance .
• just because person said no to buying your product today
he is not saying that he will never buy it I the future . it is
nothing personal .

Sincerity is the foundation of relationship selling
• Every sale, if handled properly, creates an opportunity for
more and bigger sales in the future. Repeat orders are
bigger because the buyer has developed a level of comfort
and trust and feels secure. This happens only if you have
performed well in the trial or first order. Trial orders are
meant to test people. Relationship Selling implies long-
term commitment
Relationship selling means the following:
• People buy people first,
• Then they buy from the people and,
• Lastly they buy from the company

Building a relationship is a process, not an
event
• People are uncomfortable opening up with someone they
don’t know or trust. When aggressive salespeople use high
pressure tactics, buyers become defensive. When
salespeople start asking questions without creating a
rapport or without taking permission, seller must create an
environment of comfort and trust to invite the buyer to
open up or engage in a two-way transaction. As the
comfort level of the prospect increases, the risk decreases.
• The true objective of a good sales professional is not just to
make a sale but to create clients because it take less effort
to retain a customer than to gain a new one.

“Great mind have purpose ,
others have wishes“
Continue…….

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