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Old Sales Mindset Vs New Sales Mindset
1. Always start out with a strong sales pitch Vs Stop the sales pitch. Start a conversation.
2. Your goal is always to close the sale Vs Your goal is always to discover whether you and your prospect are a good fit.
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3. When you lose a sale, it's usually at the end of the sales process. Vs When you lose a sale, it's usually at the beginning of the sales process.
4. Rejection is a normal part of selling, so get used to it. Vs Hidden sales pressure causes rejection. Eliminate sales pressure, and you’ll never experience rejection.
5. Keep chasing prospects until you get a yes or no. Vs Never chase prospects. Instead, get to the truth of whether there’s a fit or not.
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6. When prospects offer objections, challenge and/or counter them. Vs When prospects offer objections, validate them and reopen the conversation.
7. If prospects challenge the value of your product or service, defend yourself and explain its value. Vs Never defend yourself or what you have to offer. This only creates more sales pressure.
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Let's take a closer look at these concepts so you can begin to open up your current sales thinking and become more effective in your selling efforts.
1. Stop the sales pitch. Start a conversation.