“So remember, without ACTION there is no transaction.” – Meshell Baker in today’s Tip 1258
Do you have the ACTION?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. It’s Monday, so Meshell Baker is back with another “actionable” tip. Here she is:
Meshell Baker: Hello and guess what? There is no transaction without ACTION. So let’s get right to it. What is ACTION? A-C-T-I-O-N.
A is Authentic attitude. The interesting thing about being a seller is that you’ve probably gone through some level of training, some decision-making, something in your life which is driving you to want to be successful in sales. The authentic part of your attitude is vitally important because authenticity means that it’s genuine, it’s real, it is not a copy. And understand this, buyers buy for emotional reasons and they justify with logic. The only way you can connect to that buyer’s emotional reason is with authenticity because it connects you at an emotional level. So get clear on your why, your purpose, your reason for wanting to be a seller, and why you believe your product is the best option and opportunity for that buyer.
C is for Consistent change. One of the things that change is consistent. There is no part of life where you will not consistently be faced with change. So learning to adapt and modify, accept and move forward in the midst of change in a gracious and kind, and thoughtful manner will make you valuable to everyone around you, your buyers, your bosses, your colleagues, your family members. So begin to learn how to adapt to the consistency of the change that you will actually be faced with on a daily basis, especially as a buyer. Nothing goes as planned.
T is for your Trusted team. So your teammates are there for you. The only way you will create trusted teammates is you must be a trusted teammate yourself. So creating that authenticity, helping other people adapt, having more conscious conversations about the change, helping people to elevate above the change, is how people begin to trust in you and how you create strong relationships that allow you to be a better seller.
I is for Ignite your instincts. Start to trust when you’re getting prompts about who to call, who to follow up with, what to say. Everything you need is inside of you. And when you do not follow it again, you go back to not being authentic. The thing that makes you very authentic is when you trust your instincts and the voice inside of you.
O is for Outrageous original. So again, following that instinct is going to put you on a path to things that you’re going to go, “Oh my God, I wonder what people will say?” “What will they think if I do that?” “I can’t call that person back.” Again, the outrageous part is what gets you into the bigger sales, the bigger deals, the bigger conversations, which create bigger commissions. So begin to follow what you think is outrageous, which is actually building your trust and expanding your territory in your comfort zone. Remember, the magic happens outside the comfort zone. And the farther you go out the comfort zone, the more outrageous is going to feel when you hear those promptings or those experiences.
And finally, N is for Nurturing your no. Remember, no is not never, it’s just right not now. Always leave people better for having met you then you can follow up, you can phone them back, you can check back in a week, in a month, in a quarter. You are more likely to be able to go back through that door. And when you nurture the no and leave them feeling good even if they’ve said no, when they’re ready to say yes, guess who will come top of mind? The person who left them feeling good even when they didn’t buy that would be you.
So remember, without ACTION there is no transaction and I’ll just leave you with this. The prefix trans just means across. So it’s an action that goes across from you to the buyer. So it requires that you follow a processing steps and be someone who is authentic, passionate, and about how you are going to leave that buyer better off for having had a transaction with you. Have a great day selling.
Scott Ingram: For links to connect with Meshell and more, just click over to DailySales.Tips/1258. Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!