“When you are confident in how you communicate, people will more likely come to you.” – Meshell Baker in today’s Tip 1642
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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: Today, I’m going to share with you the new ABCs of sales. The historic ABC, Always Be Closing, is challenging because it has a lateral and singular target of acquiring a sell that’s all about the seller and does not think in terms of the prospect, the buyer. I will share with you some varied versions of ABCs today.
The first one, Always Be Committed. Well, this focus is on your dedication to deliver value and excellence to your buyers. To think in terms of whether they purchase or not, they will walk away experiencing your commitment to be valuable and deliver excellence in your conversation, your communication, and your connection with them.
Going to the next ABC, Always Be Connected. So sales is not B2C, which is business to consumer, or B2B, which is business to business. It is actually a B2P, Business to People. Behind every cell is a person. So when you connect and create a relationship versus a transaction, you will more likely acquire more raving fan connections and contacts and have more sales on the back end. Those are recommendations and referrals and repeat business when you make connection.
The next ABC, Always Be Courageous. Don’t be afraid to make mistakes. They go hand in hand with success. There is no successful person on the planet who has not made mistakes. And understand, the more successful a person is, the more mistakes they have made. Your courage to step out and do things you’ve never done before, have conversations you never had before, ask questions you’ve never asked before, go places you’ve never gone before, only ensures that you will have more sales that you did not have before.
The next one, ABC, Always Be Clear. Uncertainty is a huge killer of sales. Your ability to communicate so that other people understand, not just that you’re understood, but that they understand, they feel comfortable, they can clearly see the benefits of why what they’re purchasing from you, why working with you, why you’re solving their problem is tantamount to you having more transactions. So always be clear.
The next one, Always Be Creative. To be flexible and adaptable in your conversation and circumstances as needed. Sales rarely go the way we think they should go. So when you stick to the script, when you stick to the process and you try to move it like moving a pin down a bowling alley, and it has to go straight to it so you can strike out and thinking that’s the only way you will fail, more often you will succeed. Be flexible and adaptable to communicate and create what can be created with you and that buyer.
The next ABC is Always Be Considerate. Assume the best of others. This is not just in your sellers, this is in your workplace. This is if you’re a sales leader with the people you’re leading, if you’re a seller with the people you’re working with and for, be always assuming the best will leave you in a position to make it easy to be respectful and kind and actually receive the best. Many times we have problems in the workplace because most people are assuming the worst, they’re thinking that this is not going to go well or this person thought something bad or something didn’t go the certain way. When you assume the best, you will actually discover even more better things.
And the last ABC, Always Be Confident. Confidence commands trust and belief. When you are confident in how you communicate, people will more likely come to you. People will more likely trust you; people will believe in the authority and your expertise; it will calm in a suage doubt; people have a propensity and a tendency to work more quickly with people who demonstrate confidence than they do with people who are smart. Confidence will trump intelligence almost every time when the intelligent is wavering in their confidence. So these are the new ABCs of sales have a great day selling.
Scott Ingram: Is it just me or does Meshell’s stuff just keep getting better? Hopefully, you’ve already done this, but if you’re not already connected with her and getting her newsletter, click over to DailySales.Tips/1642. Once you’ve done that, be sure to come back for another great sales tip. Thanks for listening!