Sales Tips: What is your Sales Mystique?

Definition of Mystique:   An aura of heightened value, interest, or meaning surrounding something, arising from attitudes and beliefs that impute special power or mystery to it.

You gain power in the eyes of your clients when you come across as someone who is on the cutting edge of your industry.

Ideas to help build a sales mystique include:

• • Know your products – pros and cons.  Be willing and able to explain not only what it is designed to do but also any shortcomings associated there within.
  • Know your competition – Study your competition’s sales methods, pricing structure and their “go-to” process to close sales.
  • Know your industry – Keep posted on trends and technology within your industry.
  • Know your client’s industry – Read and study what’s new in your customer’s market.
  • Know your client’s competition – Spend a little time vetting your client’s competition which can reveal insight into both companies.
  • Know how to be a resource – Inquire as to how you can help grow your client’s business.

Peggy Parker Edge (c) 2014

Networking: Be a Resource to your client base.

Networking—to be an effective resource to your prospects and clients, you have to keep your ears open for opportunities to be of service.

Obviously I don’t sell phone systems, provide travel services, or do financial planning.  However, what I do offer my clients is me and my network.  By being a resource to everyone I come into contact with in the marketplace, I provide an invaluable service.

You see, when my clients have a need I want them to think of me first.  Over the years, they have called me to ask for someone to fix the pot-holes in their parking lot;  to ask if I know someone to fill a position within the company; or to ask who I use for my banking needs.

Likewise, you too can be a resource for your client base by making sure that each one of them know you are there to not only be a supplier of products and services but also a provider of connections.  You must ask, “What are your looking for today?”  Be willing to think outside of the box a little bit and stop looking for more sales.

Remember to always look for the opportunity to be of service.  Your connections could be the one thing that sets you apart from your competition…your EDGE Over the Competition!

Peggy Parker Edge (c), 2014

Sales: A Winning Mindset

Think about professional athletes for a moment.  Do you think they ever enter the field or run out on the court expecting to lose the game?

A resounding NO!  Why?  The reason is because they have a Winning Mindset and expect to be Victorious each and every time.

How do they do this?  Practice!  Practice!  Practice!

Why then, as salesmen do we get sometimes develop a defeatist attitude?  Managers are notorious at requiring their sales executives to assign a percentage to the likelihood of closing the sale.

If you don’t believe that you expect to have 100% chance to win the business, what can put you in that win-win mode?

To be successful in sales, we must all set out to believe that:

• 100% of the time when we call for an appointment we get it.
• 100% of the time we meet with a prospect that we are granted the opportunity to present out offerings.
• 100% of the time that we have made our presentation that we close the sale.

However, before anyone can be 100% sure of a pending sales, we must be totally prepared.  Therefore to get that Winning Mindset, it always requires some work on the front end to accomplish our goals.

Again, when you prepare and are ready for the game, then is when you have “the Edge” over your competition!

Peggy P. Edge (c) 2014