Here are some attitudes for success to adopt, but first go back to your why. What is your ultimate pain? What are the five worse case scenarios. Are these whys painful enough? Then turn these into positives. What are the ultimate why’s, the positive reasons. Use both these worse case scenarios and positive whys. Develop both a push and a pull. This is your motivation and will ensure your success. Remember pain can push until desire starts to pull you.

The attitudes for success to adopt

Tell me you have no money and I’ll respect you.
Tell me you don’t like the product and I’ll respectfully argue with you. Ie let me tell you some more.
Tell me you don’t like me or my company and I’ll educate you. Ie let me tell you about…
But don’t tell me you will think about it – I won’t respect this.

The art of deflecting objections

Ninety percent of objections are just stalls. Which means as a salesperson, you haven’t done your job yet.
Remember – I can’t close everyone. The goal is to close everyone who is closable and then take those people and turn them into customers for life.

The rules for creating customers for life

Never duck a phone call. Give them the bad news and be honest. Apologise regardless if it wasn’t your fault.
Send the customer to the competition if you can’t help them. You will then become the go-to person for advice. You may lose some unsuitable business but you will gain much more suitable business in the end.
Remember your customer’s family. Find out about them after you have closed them, in a non-cheesy way. Learn basic facts like birthdays, kid’s names, interests.

Use gifts appropriately, for big-ticket sales. For example a $50 signed football for a $60M deal makes sense.
Write effective thank you notes. Use language properly. For example “I really loved the xyz it looks great on the mantelpiece. Its gorgeous, my family think it’s awesome.”

Be a person

Even though you might be selling B2B, you are selling to a human being after-all. So be one yourself.

Motivation strategy

Here is an excerpt from Jordan’s motivation speech he gave his Wall Street stockbrokers every morning to motivate them:
“Every time I walked through the door or pick up the phone, I say a silent prayer and use these scripts. All my past falls away. I become as powerful as the most successful CEOs in the world. This phone is the great equaliser. Say the words in the right tone and the right structure. It doesn’t matter where I’m from. I can become great and wildly successful, with this little phone.

ACT AS IF.
Act as if you are wealthy and rich already. Then you will become wealthy.
Act as if you have all the confidence in the world. Then the people will have confidence in you.
Act as if you have all the answers and the answers will come to you.”
Act as it – Use the physiology of success – Then the emotions will come.

The post Some Attitudes for Success appeared first on Mike Holden Sales.

I’ve been in sales for almost 20 years and in this book I share everything I’ve learned along the way which has helped me go from failure to success. This book is the manual I wish I had all those years ago. I’ve had several sales jobs which included Account Management for Industrial Hygiene Chemicals and New Business Development for Capital Equipment Manufacturers. Then I’ve also had stints in Telephone and Door to Door Canvassing. I’ve put everything I’ve learned into this book – this is how I’ve built my successful career.

This book is aimed at the new salesperson or someone considering a career in sales. As a professional salesperson myself, I consider myself a perpetual student. I strive to learn and get better everyday. Seasoned professionals, therefore, may also benefit from some of the different methods and techniques I present.
Finally the Sales Superstar may also find at least one nugget to take them to the next level.

What is Your Opinion of Salespeople?

On an average day, a person encounters about three salespeople. Your phone will ring one weekend morning; a jovial salesperson is on the other end of the line selling you double glazing. As you condition yourself for a good relaxing nap, somebody begins knocking on your door and when you open it, an insurance salesperson is right at your face smiling his heart out. You try to sort out your emails before going to bed and you noticed that half of them are promotional newsletters.

What is your reaction to this? Are you annoyed? Or do you quietly congratulate the salesperson, to yourself? Your answer will uncover your true beliefs. If your answer is negative, I would suggest you spend time working on your sales philosophy. I believe Selling is one of the noblest of professions.
Salespeople are the very individuals who move the economy forward. Their job is to market the products which make companies flourish and countries prosper in the process. If nothing is sold, no money changes hands – ever. If a salesperson is not able to do his job well, then the rest of the company will fall. The CEO, down to the rank-and-file employees, will soon be out of their jobs. Multiply this over an entire economy and the result is recession and depression.

Your Power as a Salesperson

Do you see now how powerful you as a salesperson can be? In addition, because of this reason alone, you are indispensable in any company.
For a salesperson, every sale merits a commission. Therefore, for every good performance produces income and special bonuses, who then would not want to be a salesperson and become rich and successful?

Are You Up to It

Do you now want to be involved in sales, if you are not already? If you still don’t feel up for it, take heed. It is in selling where the money really lies. You do not even have to invest too much, nor would you need any capital upfront. All you needed are the right skills and the correct attitude for the job. That is exactly what this book is going to give you. After you’ve read this book, you will have the information to become a professional salesperson – a salesperson that can sell anything and everything under the sun, from a shiny new car to a multi-million pound new build factory.

Whatever product you are selling it doesn’t matter at all. You will sell your merchandise, service, or goods in a matter of minutes, hours, days, or years, depending upon their complexity and worth. You may also achieve your first million more sooner than you have ever expected.

A Born Salesperson?

Almost no one is born a super salesperson, although some may have “natural” talents in selling. Selling is a learned art and there are no tough prerequisites for it. All you need is the willingness and the desire to succeed. Once you have that, you should next get a focus on a goal. You will notice that everything then simply falls into place. You will become a master when it comes to selling.

Expect that selling is something that you can do well. Everybody can become successful in the field of sales. People go to the market each day. They shop for the food that they will eat and the things they will use. You see, almost every place is a marketplace. Selling is simply a part of our lives. Most of the time, you are on the buying side, but this time around, you are on the selling side. You must have seen good salespeople at work. Try to observe how they can make people buy their products or even ideas. They have a certain ability that makes them good at their job.

It Could be You

As you read this book, remember that that outstanding salesperson could be you. The things written here will help you, if not transform you into becoming an excellent salesperson in just a very short time. This book is for anyone in sales, no matter if it is your first time to sell or if you have any experience in selling before, even if you have tried your hand at selling and didn’t do so well.

It really doesn’t matter what your sales record is before. You could have been your company’s most terrible salesperson. As someone once said, “I am the world’s worst salesperson; therefore, I must make it easy for people to buy.”
As we start your preparation to become a professional salesperson, try to maintain a small note pad where you can list the answer to the questions, exercises, and the rest of the pointers contained in the book. Doing so will expedite the entire learning process and facilitate you becoming the professional seller that you really are.

The post From Failure to Success appeared first on Mike Holden Sales.

How to Change your Life from Negative to Positive

One of the biggest challenges you might face is how to change your life from negative to positive. By that, it might mean the results you are getting in your life, but also your attitude to your life.

The Good News

It is difficult, but not impossible to change your life from positive to negative and in this chapter, I will show you how to start.
As with anything worthwhile, it is not an overnight thing. It is a process and you can begin to get some immediate results.
I fundamentally believe that anyone, no matter where they find themselves, can change their lives. You can do some very simple, but very important things every day. I will also reveal to you three secrets of suggestion that I learned in my Hypnotherapy training, which will help you to make long lasting change.
Firstly, though, it really starts with attitude.

Attitude

The Only Question to ask yourself, when beginning to change your life is – Can I change?
If you are reading this post because you are searching for the answer to this question, then you are already half way there. The fact that you are searching for the answer, means that you doubt that your current state is permanent.
You can change and you will change.



When first beginning the task of changing your life around, you will need to adopt new beliefs. I go into detail on how to change a belief in my book The Habits for Fat Loss
Here are some fundamental beliefs, which I have found useful.
My view of the world is not the world. Other people have different views of the world – and that is not the world either.
All my experience has a structure to it; therefore, I can hack into this to change my experience of something.
I just one person can do something, then anyone can do it.
The mind and the body are part of the same system.
People already have the resources they need, they just need help accessing them.
You are always communicating, even if you think you aren’t
Underlying all behaviour is a positive intent. Therefore, try to separate the behaviour from the person.
People are always making the best choices available to them
If what you are doing isn’t working out, do something else.
The quality of your life is only as good as the quality of your thoughts.
You don’t need to adopt the beliefs all in one go, just go one at a time. A tip for which one to internalise first, is the one that you really disagree with the most. Pick this one first.

The words you use

The second step to changing your life from negative to positive is to mind your language. I don’t mean cutting out the odd Industrial term here and there (I believe that these have a time and a place too). I mean the type of words you use, that force you into a negative state.

Outside influences

The next area for you to address are the outside influences, that are shaping your worldview. I talked about this back in the The Gateways to the Subconscious.
Doing this can have immediate effects on whether your life feels positive or negative. What you see, hear and read, absolutely effects your thinking. Have you ever listened to two people arguing and then felt argumentative after? Or what about if you hear someone laughing? You can’t help but smirk. We have an in built propensity to copy those we associate with. It’s perfectly natural and has helped human survival. But that doesn’t mean that you have to imbibe all the negativity the world has to offer, because you will. And just like the computer programming adage “Garbage in, garbage out”, the quality of your influences will shape the quality of your life.

TV/news/Media

I find Television very educating. Whenever someone turns on the set, I go into another room and read a book. – Groucho Marx

TV has a lot to answer for. As a qualified Hypnotherapist, I shudder at how this box in the corner of the room, can hypnotise people. From the advertisers, who use the power of suggestion to make you think you want their product, to the politicians who use fear to get you to vote for them, be very careful what you watch on this device. I will maybe devote a whole book to the dangers of TV, as there is not enough room here.
Start by questioning what you watch. Notice how you feel after watching a programme. Do you feel full of angst after watching a soap opera. Do you feel fearful after watching the news? Notice this. TV is doing this.

Print Media

Take an audit of your reading material. Is it positive or negative? Again, the proportion of this, will have a direct effect on how you view your own life. Does reading the magazine full of airbrushed models make you feel inadequate? Publishers design them to do so, so that you buy the products advertised in it.
You can easily assess whether what you read is wholesome or not by how you feel after. Do you feel uplifted after reading it? Optimistic?

Social media

Here is a tip for what to do if someone negative on social media is making you feel bad – delete them. Really, life is too short to read negative stuff. You don’t need to. I know it can be tempting, but it’s not doing you any favours. Ok, maybe deleting then is too harsh, why not just use the setting to hide them.

In defence of negative.

Now that we have gotten all negative on the negative, let’s just take a sense-check. Have you ever looked both ways, when crossing the road? Did you look again as you were crossing? Why so negative? Surely, the positive thing to do would be to blindly jump into the road and hope for the best. No? Course not?
Whilst moving your life from negative to positive, it’s crucial that you don’t become deluded. You should still take precautions and buy insurance. Are you going into a new business? Do your due diligence, test the market out.
Or what if you are starting a new exercise regime? Take care of yourself, the mind may be willing, but give your body time to adjust to new things.
When we talk about removing negatives, we are talking about all the unhealthy things that are holding you back.
As the old Arabian saying goes “Trust in Allah, but tie up your camel”.

The post How to Change your Life from Negative to Positive appeared first on Mike Holden Sales.