“LOVE is one of those secret ingredients that can catapult your sales.” – Meshell Baker in today’s Tip 1279
Do you LOVE what you do?
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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 the lovely Meshell Baker is here to help us kick off the week. Here she is:
Meshell Baker: Do you love what you sell? Do you love selling? Do you love your clients? Do you love the company that you work for? Do you love the people that you work with? Do you love the day-to-day of what creates the sales success you desire? The reason I ask you this because L-O-V-E, LOVE is one of those secret ingredients that can catapult your sales.
I may have mentioned it before, but top performers aren’t trying to sell. It is actually something that they cannot do. They have incorporated and become the sale. They have become so valuable in the process of delivering excellence every day, at every opportunity that they generate and create a pipeline that constantly delivers transactions so that they can actually sell.
So I’m going to tell you a little bit about LOVE today so that you can go out and you can find some joy in what you do. So it helps you to become incredibly attractive to those that you’re working with.
So L – Listen to learn. One of the greatest challenges about selling is that you’re going to be wrong a lot. You’re going to make a lot of mistakes, a lot of missteps, you’re going to get a lot of feedback, and it takes years before you actually become an expert or you become a master at your craft. So your ability to listen to learn, instead of listening with judgment and criticism that they’re wrong and you’re right and they don’t get it and they don’t understand, remember, everything is happening for you, even if the person doesn’t say it in a way that is helpful to you or creates feelings of insecurity and adequacy in you. That’s your choice to feel that way. When you decide that everything is working in your favor, you will begin to listen to learn and appreciate that it’s all a process. There is no there and the more you are able to learn from the experiences, the better you become over time.
O – Become Obsessed with optimism. Remember, your mentality is your reality. So whatever you think about any situation, circumstance or person, you create the outcome. So when you begin to think, “Oh my God, they’re going to say no”, “Oh my God, this is wrong.” “Oh my God, they’re not going to like me.” “Oh, my God. I’m going to fail.” “Oh my God, I’m going to miss my quota.” You are becoming obsessed with things not going in your favor. The opposite of optimism. Instead of thinking favorably, you’re thinking against yourself. Instead of thinking awesome, you are thinking awful. You have the opportunity at every moment of every day to believe that it’s working in your favor. So the more you become obsessed with optimism, the less likely you will see things not working in your favor. People will start to think something’s wrong with you because you never believe that it’s not working in your favor. Trust me, it’s powerful.
V – Become Versed in value. Remember, value first money follows. If your only focus is to get the sale, you are failing so many times throughout the day that it is virtually impossible for you to feel good about you. Now, however, when you become versed in value, where you actually think about, how can I leave this person better off whether they buy or not? How can I point them in the direction of my competitor? How can I know so much about what I sell in the industry that I work in and everybody who offers something similar and have connections where I can point them in the right direction, that every time I leave a call, that person is so much better off that I will start to come top of mind to people who didn’t even buy from me. Because remember, there are many products where you can’t make the buyer buy. However, you can leave them so well versed in value that when they are ready to buy, you’re the first person they think about calling. When it’s time for them to make a recommendation or referral, you’re the first person they think about recommending and referring. Become versed in value and you will be valuable.
And E – Execute more excellence. So often I hear people think that because that person isn’t a big whale client, because they’re not a lot of money, because that person, they don’t think they’re valuable, they decide to deliver sub-par behavior. Remember, it only hurts you when you execute more excellent, when you make it your standard of how you deliver, then you cannot be excellent. And trust me, you will be surprised at the people that you think don’t matter who actually do. Do you want to be so excellent at who you are, how you deliver, that when your name comes up in a room of opportunity, you have a lot of advocates and allies in that room who will speak on your behalf, because you have taken just the littlest of people, places, and circumstances and made them excellent experiences for all involved.
So L-O-V-E, Listen to learn, become Obsessed with optimism, Versed in value, and Execute more excellence, and I promise you, your sales will begin to exceed your expectations. Have a great day selling.
Scott Ingram: If you loved this tip from Meshell, send her a note and tell her that you did. You’ll find links to connect at DailySales.Tips/1279. Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!