“Focus on the impact that you’re having and you will always have the income.” – Meshell Baker in today’s Tip 1622
Are you income-focused or impact-focused?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Meshell Baker, our favorite sales confidence igniter and authentic selling crusader. Here she is:
Meshell Baker: Hello. Today, I want to ask you a question. Are you income-focused or impact-focused? The reason I ask this is that there are two different outcomes of being a seller and a sales leader. Let me start with the definition of income. Income is money received, especially on a regular basis for work or investments. Impact is the action of an object coming forcibly into contact with another or having a strong effect on someone.
Why is this important?
When you’re income-focused, you are looking at the singular outcome of producing transactions. Every time you are dealing with some, you’re asking yourself the question of, How can I get someone to buy or make a purchase? When you’re impact-focused, you are looking at creating valuable experiences for your prospects and clients, and you’re asking the question of, How can I make this exchange memorable?
Now, there’s four things that will happen when you’re income-focused. You will go into either flight where you will start to run when it doesn’t work up, so you’ll stop following up, you’ll stop making phone calls, you’ll start avoiding people because it’s not working and your mind now only sees the fear. It feels the fear and it focuses on the fear.
You’re going to fight where you become and aggressive and you’ll start leaping and jumping straight into the part of the presentation where you’re getting people to buy and you are conjoling and trying to convince and you’re over-talking.
And then there’s three. You’ll freeze. And freeze means that you can’t do anything. You don’t have answers, you don’t remember, you’re living in the can’ts and won’ts and don’ts, and then you can only stick to tightly to a script and not go out of it. You lose yourself and you freeze in the face of fear. Fon means that you become overly willing to do things for your clients by offering discounts and perks, and you’re bending over backwards, you’re faunting on them.
And all of that is focused on getting income. The outcome and the result is, I want a transaction, so your mind is singularly focused. So when things don’t go your way, your mind does not elaborate or create or imagine or innovate for you in any way because all it does is creates fear.
Now, the other way, as I mentioned, is the impact focus. So when you’re impact-focused, you are looking at how to create a relationship. You’re looking at the length of time of being able to do business, meaning if they don’t do business today, you can do business tomorrow. You’re looking at the possibility of referrals, of recommendations, of repeat business. You are creating an experience so that you become a go-to for that prospect and that client. This will also give you four different outcomes.
The first one is a positive outcome. When you feel like the sales call or the presentation is not going your way, you’re more likely to visualize in those moments of and ask yourself, What can I ask on work? What can I say here? Your mind will start to remind you of all the little tips, tools, tricks, trades that you have that you can bring into those moments in that presentation or that sales call, and you will stay calm in the face of things possibly not going that way. Again, because your focus is on creating a valuable experience, you are not as worried about not getting the transaction. You’re more focused on ensuring that no matter what happens, they feel valued and valued.
Practice listening. You will actually begin to practice your listening when you are in impact focus because you know that you can hear. We have two ears to hear, one mouth to speak. In the listening and asking questions, you can guide your clients back to the original thoughts, and you will also start to uncover if maybe there was objections that you didn’t deal with, some things that weren’t brought up initially, you can hear them because now you’re listening and you’re asking better questions instead of overtalking, trying to convince them.
Then you’ll look at the product and service that you have to see. How has this appealed? Is this really what they need? Maybe it’s not the right time. Maybe there’s something else that’s better. But you will look at how your product and service is really helping to solve for that client.
And the last P is perks. Remembering the perks of being a salesperson. A salesperson earns a great living. You get to work outdoors remotely. Your time is yours. You can avoid physical, strenuous work. You get to a variety of things that you get to do. You get to make your own hours. You can create your own income. There are a lot of perks of being a salesperson, and part of it is when you create these relationships, you will have a pipeline that works in your favor. Instead of constantly trying to go out and hunt, you will harvest more great opportunities.
So just remember, focus on the impact that you’re having and you will always have the income. Have a great day selling.
Scott Ingram: For links to connect with Meshell for more Impact, just click over to DailySales.Tips/1622. Once you’ve clicked over there, be sure to come back tomorrow for another great sales tip. Thanks for listening!