|Traditional Sales Approaches When your goal is to make the sale…||Unlock The Game Mindset When your goal is to learn your prospect’s truth…|
|Your prospect senses that you’re focused on moving the sales process forward to make YOUR sale, not to necessarily help them.||Your prospect senses that all your attention is on helping them, period.|
|Your prospect knows you’re looking at them as “a sale,” a means to an end.||Your prospect senses that you’re relating to them with full integrity—you’re two human beings working together for a mutual outcome.|
|Your mental thoughts get scattered, because your mind is always wanting to go to the ‘next step” while your trying to listen.||You listen to and hear what your prospects are telling you about their issues and concerns, and you respond with full attention by staying in the present.|
|Your prospect senses that you’re very subtly putting pressure on them to move forward. They react by withdrawing and trying to get out of the situation, or they get aggressive and try to reject you so you’ll go away.||Your prospect trusts you and feels free to open up about their concerns because they know you aren’t pressuring them.|
|You rely on your pitch — who you are, what you have to offer, and why they should buy from you.||You find it easy to stay relaxed and focused on exploring whether there’s a fit between your product or service and your prospect’s problem.|
|You make assertions that you hope will convince your prospect to buy.||You ask questions that will bring out more and more of the truth.|
|You push.||You listen.|
When you can have relaxed, comfortable conversations with prospects, as if you’re having a chat with a friend or acquaintance, you’ll feel quite different when a sale results. When you haven’t burned yourself out, you feel a huge sense of accomplishment when sales do happen…which they will.
When you make sales based on integrity and by helping prospects solve their problems, sales “letdown” just isn’t possible.
You’ll find that you feel better at the end of each day and that you look forward to the next day’s calls. You’ve enjoyed the process, and when you make the sale, you feel satisfied, energized, and proud to have helped your prospect. What’s more, you’ll also be making progress toward meeting your financial goals.
Michael and I talked about several ways he could work on building better Mindset skills, maybe you’ll find them useful as well…
It’s ironic, but letting go of trying to make the sale actually makes the sale more possible
Ari Galper is the World’s #1 Authority On Trust-Based Selling and the creator of Unlock The Game®, a new sales mindset that overturns the notion of selling as we know it today. His personal insights on how to build trust between buyers and sellers continues to break new ground. Thousands of Business Owners, Entrepreneurs, Coaches and Sales Consultants worldwide have been transformed by his trust-based sales approach.