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You can define selling as the process of overcoming multiple moments of adversity in pursuit of a purchase agreement.
You can define selling as the process of overcoming multiple moments of adversity in pursuit of a purchase agreement. Either way, if you want a career in sales, be prepared to deal with adversity. Here are three tips on dealing with some of the most common moments of adversity you will face in sales.
Winning the sales from the mean people is the best way to increase your sales exponentially and quickly.
But not to worry, most people who have trouble expressing themselves have a partner who has no trouble at all sharing all their thoughts and opinions. The non-talker is often quite capable of talking through the voice of the other non-present buyer. Here’s what you do: get around to everyone quickly and assess their motivation levels by asking some form of “So, what has you thinking about buying a new [insert the name of your product] today?” Based on their answers you can decide who to re-engage with first on a deeper level. Mastering these moments of sales adversity creates greater self-confidence for you as a sales professional and creates a more enjoyable experience for your prospects. My daughter Katie was quite the soccer player back in the day, and one of her greatest strengths was her mental game.
Late in one of her high school matches she found herself defending one-on-one with an opposing player. And, if you’re not extremely careful, you feel your confidence sink like a bowling ball in quicksand.
Carry the past defeat into the future opportunity and you’ll find self-doubt doing a dance on your head. Several times each year Shore Consulting hosts a dynamic, interactive and career-changing real estate sales program called The 4:2 Formula Academy™. Instead, tell customers about other buyers who shared the same objection and yet decided to purchase anyway. This is often referred to as The Law of Social Proof which states that people are more inclined to do things that other people like them are already doing. In the case of the small backyard, find other buyers who shared the same objection and purchased in spite of it. In reference to the small backyard objection, I would simply ask, “Let me ask…let’s say you loved everything else and decided to move in to this home anyway. Almost immediately you see the customer’s eyes dart around to solve his or her own problem.
That being the case, you may need to simply ask, “Is the backyard something you could live with?” If the answer is “No” then you know it is a deal killer. So, if you want to revolutionize your sales career, take some time to learn a little bit more about The 4:2 Formula Academy. I’m a big fan of boosting sales success by asking for the sale on the very first visit.
The cool thing about this approach is that you WILL find customers who buy on the first visit.
A customer comes into your store, your sales office or your showroom and you do your thing. The prospect shows interest, but is not exactly jumping out of their skin with excitement over what you have to offer. They get into their car and immediately begin to rehash the conversation, they tear apart the product, they weigh all the pros and cons.
Forget the whole 24 hour follow-up thing – that is an eternity for someone who is agonizing over a major purchase.
Find ways to offer new value points, to diffuse concerns, and to prove to the customer that you just plain out-care the competition. Or maybe just to text them a video of the feature they loved most about your product — just to remind them how much they loved it! Sales leaders always hunt for successful new sales talent and often want advice on what makes for a strong salesperson.
Sales leaders always hunt for successful new sales talent and often ask me for advice about the specific skills that predict sales success. Interestingly, some of the most essential sales success skills require no experience at all – which is one of the reasons I sometimes encourage sales leaders to consider hiring people with no previous sales experience. You can always teach a willing learner how to achieve success in sales, but you can’t always coach the essential selling skills listed below.
It is probably no surprise to anyone that attitude is top of the sales success skills list. We need to realize that a salesperson with a poor attitude is leaking those negative feelings all over your buyers and poisoning your sales offices. I understand that everyone gets a bit down now and again, but a salesperson with a consistently bad attitude is simply unacceptable. You want salespeople who will give it everything they’ve got, then take coaching from you and give a little bit more. Salespeople who throw in the towel too quickly are costing you crucial sales.
How well can they prioritize and manage their time so that they arrive when and where they should be? Seek out the salespeople who show interest in your training program, who can speak about what they’ve learned from others and who can share with you some of the recent sales books they’ve read and how they’ve helped them improve their selling skills. Sales success skills that require no experience are a beautiful thing because it allows sales leaders to seek out great PEOPLE and turn them into great SALESPEOPLE. And if you want to make it easy for your customer to buy, your story must include a rock-solid closing question.
More precisely, your story must include a series of closing questions throughout the process.
Please – PLEASE – do not fall into the trap of thinking that NOT asking for the sale is somehow providing a service to your customer.
In this video, I sit down with a very successful business coach out of Katy, Texas named Mike Calderwood of Calderwood coaching. Regardless of your interest in college basketball, or how the final game affected your office pool, you gotta admit – the end of the Villanova-UNC NCAA Championship Game was one for the ages. Regardless of your interest in college basketball, or your geographical ties, or how the final game affected your office pool, you gotta admit – the end of the Villanova-UNC NCAA Championship Game in April 2016 was a success story for the ages. The hero of the game was Villanova’s Kris Jenkins, who drained a long three-pointer as the clock expired. Smile before the customer comes through the door (or before you do, or before you dial the phone).
While it might be too late to make major changes in these areas for the fast approaching spring selling season, it’s still not a bad idea to do a quick check on your offerings and allow yourself the flexibility to make any doable adjustments. As I’m sure you’re aware, there are a gazillion books on selling, sales technique, sales theory, etc. If you’d be okay with it, then you are probably using a customer-centered, mission-based selling technique. Go read some Stephen Covey and Jeff Shore to get yourself straight before stepping back onto the sales floor – trust me, you’ll be better off, more successful, and your customers will thank you for it.
One of the best, most effective ways to help buyers buy is to ask them strong closing questions all the way throughout your presentation. The post 3 Mental & Emotional Keys to Your Sales Success appeared first on Jeff Shore.


On the one hand we expect outgoing, gregarious, creative, relational, caring and empathetic salespeople.
On the other hand we want detail-oriented, analytical, good with numbers, systematic in their thinking, and well-organized salespeople. No wonder it is so difficult to find the truly GREAT salespeople with compelling success profiles.
Great salespeople are heavy on the grey matter, and they embrace the opportunity to solve problems. Ita€™s late summer in Sarajveo and the blackberries alongside the mountain road are deep, glistening purple and ready to pick. The war has effectively been over for five years, ever since the Dayton Peace Agreement was signed in 1995, and, predictably, world attention has wandered on to other crisesa€”Kosovo, East Timor, the Middle East.
Now that the festivala€™s raison da€™etre is no longer pure psychic survival, Purivatra is trying to turn it into a regional meeting ground for filmmakers and industry players from the former Yugoslavia. Another program of quite a different order also brings Serbs, Bosnians, and Croatians together for the sake of film,, and thata€™s the massively popular Childrena€™s Program.
Later in the week, we chat outside a childrena€™s workshop being conducted by his wife, choreographer and filmmaker Jo Andres. Buscemi says, a€?Ita€™s extra meaningful for us to be here because theya€™re such good friends of ours and wea€™re really trying to support what theya€™re trying to do. In addition to his regular festival duties (film introductions, a televised discussion with Panorama curator Howard Feinstein, a party in his honor at the U.S. By now, the festival has figured out that international guests who make their way to Bosnia and Herzegovina want to see more than just films and Absolute concoctions.
As we gawk at the splendor and devastation of BiH, Sarajevans in turn get to stare at the celebrities in towna€”Buscemi, Defoe, Mike Leigh, and Bono, among others.
Admittedly, a number of these productions lose something in the translation, like Selimir Sokolovica€™s The Secret of the Mobile Phone. Many others, BiH works needed no translation, however, like the three shorts on opening night, all of which dealt with the recent war. When I ask him what he imagines his own future to be, Bakrac states, a€?Ia€™m here, even though ita€™s hard to freelance and there are no foundations to help.a€? Unlike many of his peers, he intends to stay in Sarajevo and develop projects and international coproductions through INK, a five-person film and video production group he cofounded. I later pose the question to Purivatra, who must have constant conversations with local artists about staying versus going.
Others are glad he stayed, too, given the role that the Sarajevo Film Festival has played in the citya€™s recovery. No, I don’t mean look out for them so you can avoid them, but rather seek them out so you can win them over and make those incremental sales! The nice buyers are already getting plenty of attention and help from dozens of other salespeople. You know, the person who stares blankly at your perfectly timed and phrased discovery question?
This is a classy problem to have and here’s what you need to remember – it is your job to spend your time with the person most likely to buy from you today. Here's how we can learn from Katie and create a similar mental game for when we run into sales adversity. It gets inside your head quickly, and just as quickly it descends to a discomfort in your gut.
As she was jogging back to her position for the ensuing kick-off she reached into the air in front of her, extended her right arm, and closed her hand around something invisible. The challenge with this strategy is we often lack credibility when we say, “I know how you feel.” I also believe that buyers smell a sales tactic here.
Ask them how they made the backyard work and then share those stories with potential customers that share the same concern about the yard size. It’s a 12-week learning cycle that features a three-day live coaching event along with with video lessons, webinars and certification testing to help you maximize your selling potential and maximize your commissions. The prospect shows interest, but is not exactly jumping out of their skin with excitement over what you have to offer. The most successful sales people never assume that they need a second visit to close the deal. Amy O'Connor shares four of the most essential selling skills that require no experience at all.
Yet, as I work with sales teams all across the country, I am consistently surprised by the sheer volume of salespeople with poor attitudes. I’ve always thought this ridiculous since 110% is impossible, but I understand the premise: give it everything you’ve got and then give a little bit more. Being on time seems especially difficult for some salespeople, yet it is a sign of their organizational skills.
A salesperson’s punctuality is a good indicator of how successfully they manage their commitments to their buyers. It shows respect by not being late or disruptive and it shows respect for other peoples’ time. No one ever gets anything completely figured out. Many of the most successful salespeople I know seek learning more fervently than people who are just starting out. Understanding and applying this knowledge into both your hiring process and your ongoing evaluative process will help you transform your sales team into a top producing machine. When you get to know her, you begin to understand that she has a problem that must be solved. With each new agreement you move your customer through the story, getting closer and closer to the climax – that magical moment when her problem gets solved. An even better approach is to ask someone who has done it and also helps others do the same. Mike and I discuss two major keys you need to have in order to reach your goals and achieve true sales success. The time to come up with your opening statement is not when your customer is standing in front of you.
And here’s the rub, with all the choices available to buyers they are looking to eliminate you and they will do so – quickly.
Allowing them the opportunity to make small choices will prevent them from becoming overwhelmed. But no one dares go near them, not with the small red signs every few hundred yards warning of land mines. But while Bosnia and Herzegovina (BiH) has been bumped from the front pages, it is still a wounded nation, struggling to overcome lingering effects of war.
With the Sarajevo Film Festival acting as a conduit, the Goteborg Film Festival contributed a precious 16mm camera and editing table, and this year announced a much-needed production fund for BiH filmmakers, which will award $10,000 to the winner. Ita€™s a tall order, for this kind of regional cooperation runs counter to a competing impulse towards fractionalization thata€™s splintering the regiona€™s people and resources.
Seven Disney films, from Toy Store to Lady and the Tramp to Air Bud, were seen free of charge of 3,000 ecstatically screaming children and their parents. Steve Buscemi plays a kidnapper who is going completely ballistic when the wrong man shows up with the ransom money, then he gets shot in the jaw.
The couple have a long relationship with the festival organizers, whom Andres first met at a theater festival in Spain in 1989, then stayed in touch with throughout the war.


Ambassadora€™s home), Buscemi agreed to do a PSA about land mines, along with Willen Defoe, star of Buscemia€™s latest directional outing, the prison drama Animal Factory.
Begun when Ademir Kenovica€™s The Perfect Circle was the first feature to emerge from the wreckage, this sidebar has since showcased mainly shorts and student work, reflecting the tough reality of production in BiH.
A simple scenario that was edited using two VHS decks, this video shows a young slacker with his cell phone on a street corner trying with all his might to persuade a female friend to come outside. The Abyss, for instance, was virtually a silent movie, showing the meticulous unearthing of massacred bodies in a mass grave and their identification by wailing relatives, who often have nothing more to go on then the pattern of a plaid jacket. As Buscemi observes, a€?One of the tragedies of the conflict is that a lot of good people lefta€”smart young people, who havena€™t come back. Amy O'Connor explains how sales people can overcome these adverse moments and still close the sale. You feel like the whole world just saw your mistake, as if the fifty people on the sidelines were actually 50,000. At that point, you just need to handle the objection using the cards you’ve been dealt. The idea here is to get the customer out of a complaining mindset and into a creative mindset. And your customers will experience the most intense contemplation and emotions immediately after the sales presentation. A salesperson who isn’t capable of showing this type of respect can and WILL frustrate your buyers. This is a tremendous advantage in the market, because it allows you to more easily stand apart from your competitors in a very personal way. Capturing sales early will provide you the confidence and social proof you need to subsist through the marathon that we in sales lovingly call – spring selling season!
It drives great salespeople nuts when they are not selling as much as they know they should.
Four UN peacekeepers were killed earlier in the week defusing some of these deadly calling dards left behind after the four-year siege of Sarajevoa€”the longest in modern history. A Swiss arthouse provided projectors for the festival, and more recently the Rotterdam Film Festival with the Hivos Foundation gave mobile projection equipment to take films into schools around the country.
That has affected such things as the television industry; after the Dayton Accord gave Serbs control of 49% of BiHa€™s territory and a Muslim-Croat Federation 51%, the national television has split into two stations. All seemed unfazed by the subtitles, with the younger ones content to watch Disney-style mischief and mayhem erupt on the screen. Several years ago, Andres created an emotionally powerful short film about domestic life under the siege, Black Kites, based on the diaries of one of these theater friends. As with many foreign guests, the countrya€™s nightmare period has registered deeply with Buscemi. Therea€™s a visit to the former front lines on the mountains overlooking the city, lead by a no-nonsense retired General, Jovan Divjak, who served as Deputy of the High Commander of the BiH Army during the siege. Once boasting 142 theaters, BiH now has just 17 and virtually no international distributors doing business there. So, too, does the Insert Program, a new section this year that shows short works from BiH shot on video. She blows him offa€”a€?her hair is wet,a€? but he persists, trying the same lines again and againa€”or so the subtitles would make it seem. The 26-year-old filmmaker, Adis Bakrac, got his start at age 16 as a cameraman during the war for a local TV station. And you have to believe that everyone who approaches you is a willing, able and ready buyer because if your mindset isn’t right, all the technique in the world won’t help you.
And ita€™s in cultural events like the Sarajevo International Film Festival, which is trying to rebuild the countrya€™s filmmaking infrastructure at the same time as ita€™s offering local residents a pleasant night out on the town. It was sold out all the time.a€? The videos were a mix of arthouse and commercial films, and produced a number of local hits, such as Basic Instinct, which packed the theater for 20 days straight. Now the British Council is in discussions with Purivatra about holding one of the their a€?Know Howa€? training seminars in Sarajevo, which brings in film professionals to educate local filmmakers on ways to produce and pitch work for the international market. Network journalists now barely make a living wage, and BiHa€™s TV production has dwindled to a trickle. In addition to tapes of dramatic series and programs, the two-day event brought in reps from TV stations in Bosnia, Croatia, Serbia, Montenegro, Romania, and Bulgaria. But more significantly, this was the first year that the festival bused in kids from all over the BiH, including the Serbian territory Srpska, and no disturbance was created by the fact that all were squeezed together on the bleacher seats. She was surprised to learn that the arts center wea€™re now in was in fact the very building whose basement her friend hid in during those dark, dangerous years.
Therea€™s lunch at a trout farm that was once a favorite haunt of Communist capos before the breakup of Yugoslavia. So this is probably residentsa€™ one-and-only chance to see recent releases like American Beauty, Jesusa€™ Son, Topsy Turvy, and La Ciudad, as well as films now on the festival circuit, like Wong Kar Waia€™s In the Mood for Love, Lars von Triera€™s Dancer in the Dark, and Darren Aronofskya€™s Requiem for a Dream. However, the Bosnia audience was in stitches listening to his ineffectual monologue, and local jury awarded it the Kodak Prize, so it seems this charactera€™s rap just didna€™t translate. I know that in America ita€™s not easy for Americans to get a chance to shoot a film, so imagine the difficulties of a Bosnian.
However, the Bosnia audience was in stitches listening to his ineffectual monologue, andA  local jury awarded it the Kodak Prize, so it seems this charactera€™s rap just didna€™t translate. Ethnic divisions have hardeneda€”a mindshift thata€™s evident in countless details, like the fact that no one there refers to the a€?Serbo-Croatiana€? language anymore. Side by side, former rivals sat during a morning roundtable discussion, sharing laments of plummeting production.
And therea€™s a daylong excursion to Mostar, once a€?the pearl of Bosniaa€? and now a divided and scarred city, and the nearby Blagaj, where a meditation temple for dervishes is nestled under a towering cliff from which springs an icy-col crystalline stream.
No less important, the festival offers a Regional Program with features from Poland, Finland, the Czech Republic, Hungary, Russia, and Croatia. Your customer is the main character in the story, and when you solve their problem, you become their hero. One BiH editor made a plea for regional cooperation to help protect local culture from being pushed off the airwaves by inexpensive American series. No one knows yet what might come out of this sidebar event, but Purivatra is hoping it might grow into something along the lines of Rotterdama€™s CineMarta€”where commissioning editors and development people meet with regional filmmakers in order to initiate cofinancing and coproduction deals. If this year there are one hundred to two hundred children bused in from Banjaluka, I think next year theya€™ll come by themselves.
Just getting these folks together in one room was the first incremental step in that direction. But inviting other people to come in, hopefully it gives them a sense of pride that people are interested.a€? With its attendance climbing every year, ita€™s clear that people are interested. And with Purivatraa€™s plans for a regional meeting ground, ita€™s possible the Sarajevo Film Festival just might turn into the pearl of southern Europe.



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