The magic of sales
What is sale?
It is the exchange of money for goods and services; It is the engine of the global economy! Without sales nothing would happen, there would be no economic and social development and which we experience today.
Everyone sells! A small child, to gain an ice cream from a parent, sells himself as the best behaved child; adults – to be liked by the society – sell themselves as generous, smart and loyal; in a meeting with his girlfriend – to win her over – a man sells himself as a gentleman. Even the doctor, architect, economist, engineer, politician, journalist, artist, athlete, craftsman, student … sell themselves to collaborator or client and based on their selling skills, they build up their personalities.
I shall talk a bit about the attitude and first impression in communication with collaborator – during the sales process. Certainly you have heard the expression: “You have only one chance to establish the first impression” !? There are different opinions on the time that it takes, the first impression. Somebody, mentioned 90 seconds, others say 30 seconds, someone 10 … However, according to some studies, roughly you need five seconds to create the first impression..
Think about the opportunities you’ve had with the people you met for the first time! How long it took for estimating a person? Some may say, “I understood at first.” Meanwhile, one can say, “I do not judge people.” But the truth is that the subconscious mind every second makes estimates for the environment, for everyone around you … It is an instinct inherited from which no one can escape. The subconscious mind makes estimations for things that happen around us; She cares for us – without us knowing it Think about the opportunities you’ve had with the people you met for the first time! How long it took for estimating a person? Some may say, “I understood at first.” Meanwhile, one can say, “I do not judge people.” But the truth is that the subconscious mind every second makes estimates for the environment, for everyone around you … It is an instinct inherited from which no one can escape. The subconscious mind makes estimations for things that happen around us; She cares for us – without us being aware of it!
Our position is influenced by behavior and self-esteem. The way we feel ourselves, is reflected by our behaviors. In the book “The Six Pillars of Self-Esteem” by author Nathaniel Branden, these features are affected: belief in attitude; confidence to be successful; belief of being worthwhile – deserved; confidence to meet the needs, challenges and demands of life; confidence in the achievement of our values; and confidence in pleasure with the fruits of engagements. Meanwhile, William James, who has influenced the course of philosophy and psychology of the nineteenth century, shortly before his death in 1910, made a great appreciation by saying that man can age his life by aging his mind! So, we’re getting old by giving up!
Self-confidence is essential in family, in society, in work, and in building long-term relationships with clients – regardless of their profession. Successful sellers have achieved success in their lives and are aware of what they want. They have firm confidence, thus are aware of when changing their position then the world around them changes.
Our perspective on things varies; the way we see things changes and this determines our results. We must have the courage to take the steps necessary to perform the job. Thus, the attitude has a great impact on how we shall develop our career, how shall will deal with others, how we can succeed, how to make ourselves being loved or gain!
Positive appearance affects every pore of our existence. By this we will be more powerful and more persuasive in communication with others, especially in the event of financial opportunities.
But, are we aware of how our habits and attitude affect those we communicate with?
A study of the success that has been made in Harward – with the best sales agents – shows all issues related to their attitudes:
All of them have self-confidence and self-esteem;
They fully accept the responsibility for their results;
Their ambition and desire to sell is beyond normal;
They have a high level of sensitivity towards customers;
They are committed to achieving the goal;
They have tremendous desire to reap success;
They believe in themselves, to product and in their company;
They are honest with their clients and with themselves;
They tend to establish relation – with anyone;
They constantly invest in themselves – reading and attending seminars and trainings.
The objective/goal and attitude are closely related to one another. Achieving goals is impossible without a positive attitude. Without a positive attitude toward our goals, we can’t overcome the stress of obstacles that arise during our journey. Without positive attitude it is impossible to get the strength to start from scratch by learning from failures.
The successful vendor wants to have positive and successful people. Therefore, create and build your attitude and “GO AND GET IT”. Simply: GRAB IT! Create the perception of being a man who gets things done, not fled, face challenges and take the appropriate steps to success. These are the things that are reflected on buyers! So, when they buy, we care about them, their worries, about their smile. While, their joy and success is possible because:
They are motivated by our example of success;
We attract other happy and successful people.
Here are some examples of proper approach in sales, with the right attitude and positive, based on the Conduct of Golden Maxima which is as old as the human mind:
Do to others what you would like them to do for you;
First try to understand, then ask to be understood;
First take care of your customers, not for profit, because only this way the profit finds its way to you.
There are many people who do not worry about what others think about them. But the truth is that everyone wants to be liked and desired, a wish that if realized, will turn into a powerful sales tool. Therefore, the appropriate motto of sales for all of you must be: love it, trust,buy. And, never forget that: those who buy from us are those who love us and believe us!
The mission is fulfilled!
/Written by Denis Gafuri