How to Sell Your Product or Service: Acquiring the Sales Mindset (Part 1 of 11) - Sales Training
Summary
TLDRThis course introduces the concept that selling is more about mindset than technique. It emphasizes the importance of viewing sales positively, as it drives the economy and helps others. The speaker encourages shifting from a 'pushy' sales approach to a 'sharing' one, where the focus is on the benefits of the product or service. The goal is to nudge potential customers towards recognizing value, rather than pressuring them into a sale. The course aims to build a sales process that is fluid, easy, and consistent, all grounded in a positive mindset.
Takeaways
- 🧠 Mindset is crucial: 80% of selling is about having the right mindset towards sales and oneself in sales.
- 🚫 Avoid negative perceptions: Having a negative view of selling can lead to hesitancy and decreased success in sales.
- 🔄 Shift your paradigm: Change your perspective on selling from a negative to a positive one to improve your sales approach.
- 🌟 Selling is helping: As a salesperson, you're contributing to the economy by providing products or services that help it move.
- 🍽️ Sharing is selling: When you share your enthusiasm for a product or service, you're effectively selling it without pressuring.
- 📈 Focus on benefits: Emphasize the benefits of your product or service when sharing information with potential customers.
- 🙅♂️ No pressure selling: Modern sales strategies discourage pressuring customers to buy; instead, focus on sharing valuable information.
- 💡 Nudge, don't push: Encourage potential customers to consider your offering by sharing information, not by pushing them to buy.
- 🏡 Tailor your pitch: Show how your product or service can benefit the customer, such as maintaining their home or improving business efficiency.
- 🔄 Delete old models: Let go of old, negative paradigms of selling to adopt a more positive and effective sales approach.
Q & A
What is the primary focus of the course on selling as described in the transcript?
-The primary focus of the course is on the mindset of selling, emphasizing that how you think about selling will largely determine your success in sales.
What is the ratio of mindset to sales strategies or techniques according to the transcript?
-The transcript states that 80% of selling is mindset, while only 20% is sales strategies or techniques.
How does the speaker suggest shifting one's mindset from a negative view of selling to a positive one?
-The speaker suggests shifting the mindset by understanding that selling is not about pressuring people to buy but about sharing great information that benefits others.
What is the first paradigm shift mentioned in the transcript?
-The first paradigm shift mentioned is recognizing that as a salesperson, you are helping the economy by providing products or services.
What does the speaker mean when they say 'selling and sharing are synonymous'?
-The speaker means that when you have something great to offer, the act of selling is essentially sharing that great information or product with others who can benefit from it.
Why does the speaker argue that you should not pressure people into buying?
-The speaker argues that you should not pressure people into buying because it is a sign of not having a great product. If the product is good, sharing the information is enough.
What is the difference between 'pushing' and 'nudging' in the context of selling as discussed in the transcript?
-In the context of selling, 'pushing' refers to pressuring someone to buy, while 'nudging' is about gently guiding them to consider the offering after sharing the information.
What is the importance of emphasizing the benefits of a product or service when selling?
-Emphasizing the benefits is important because it helps position the product or service in a way that does not feel like pushing, but rather informs the customer of the value they will receive.
How does the speaker suggest that a salesperson should approach a one-on-one or group sales situation?
-The speaker suggests that a salesperson should approach sales situations by sharing information and gently nudging if the value is seen, rather than pushing or pressuring.
What should a salesperson do according to the transcript to ensure a more fluid, easier, and consistent sales process?
-A salesperson should master each step of the sales process as taught in the course, which will lead to a more fluid, easier, and consistent sales approach.
What is the final piece of advice the speaker gives regarding the mindset of selling?
-The final piece of advice is to delete old paradigms of what selling is and to embrace the idea of sharing great information, rather than viewing selling negatively.
Outlines
💡 Shifting Mindset on Selling
This paragraph emphasizes the importance of mindset in selling. It suggests that 80% of success in selling is due to one's mindset, while only 20% is attributed to sales strategies and techniques. The speaker aims to shift the listener's perspective from viewing selling negatively to seeing it as a positive act of sharing valuable information. The idea is that if you believe in your product or service, you're not selling but rather sharing something beneficial with others. The paragraph also touches on the idea that selling is essential to the economy and that by offering a product or service, one is contributing to its movement. It concludes by encouraging the listener to view selling as a way to help others through sharing rather than as a form of pressure.
🔄 Redefining the Sales Process
Paragraph 2 continues the theme of mindset in selling, urging the listener to abandon old paradigms of what selling means. It stresses that holding onto negative views of selling can lead to hesitancy and a lack of confidence during sales interactions. The speaker encourages the listener to see selling as simply sharing valuable information, which, if done correctly, doesn't require pushing the product or service. The paragraph also introduces the concept of a sales process, which will be elaborated on later, and suggests that mastering this process can make selling more fluid, easier, and consistent. The key takeaway is that the right mindset is crucial for successful selling, and that selling should be viewed as a positive way to share great news and information with potential customers.
Mindmap
Keywords
💡Mindset
💡Selling
💡Paradigm Shift
💡Economy
💡Sharing
💡Benefits
💡Nudging
💡Confidence
💡Product
💡Service
💡Sales Process
Highlights
The importance of mindset in selling, as it determines success in sales.
Negative viewpoints on selling can lead to hesitancy in sales.
The paradigm shift from viewing selling negatively to positively.
80% mindset and 20% sales strategies for effective selling.
Selling as a fundamental part of the economy.
The concept of selling as sharing great information or news.
The idea that selling and sharing are synonymous.
The importance of emphasizing the benefits of a product or service.
The role of a salesperson in helping the economy move.
How sharing information about a great experience can indirectly sell a product or service.
The notion that people do not like to be pressured into buying.
The belief that a great product doesn't need pressure to sell.
The idea of 'nudging' rather than 'pushing' in sales.
The concept of sharing information about services that benefit customers.
The role of confidence in selling and how it affects the customer's perception.
The impact of a negative perception of selling on a salesperson's performance.
The necessity to shift one's mindset to view selling as sharing information.
The foundation of building a sales process based on the right mindset.
The goal of making sales more fluid, easier, and consistent.
The final call to delete old paradigms of selling.
Transcripts
Now let Us begin this course on Selling
on How to Sell your product or Service
by first getting to the Heart of the
matter Which is your mindset how you
think about Selling see now I want to
start here because how you think about
Selling Will Pretty much determine How
successful or Not You'll Be in Selling
see If you have a negative viewpoint of
what Selling is then Guess What You're
always going to Be hesitant to Sell so
let's say that You're there a little bit
You're kind of used to Strongarm Sales
People People always pushing you or
pressing you in buy I want to be able to
shift your mindset from One Side to a
positive side on How to view Selling so
again It's all 80% mindset 20% Sales
strategies or techniques let me say that
again Buse I want you to get that that
in the Selling 80% is just a mindset how
you View Sales and how you View Yourself
in Sales that will determine your
success The Other 20% is Sales strategy
and Tactic
talk about later so again We need to
shift your paradig on what you think
Selling is because again without Selling
in Today's Market the economy wouldn't
exist it would Move You as a Sales
person you providing a product or a
Service You are helping the economy Move
that's the first paradigm SH You are
helping the economy Now let's talk about
Maybe a friend that you have Who One day
Comes over or Calls you up and has some
Great news To Share with you and let New
is that Last Night They went to a
Restaurant and Oh It was a great
Restaurant I mean the place was
Beautiful the ambiance was Fantastic
that Food was just Incredible and the
desserts oh we don't want to talk about
that and then they talk about the
Service the hospitality I mean Just
Everything from a to Z It was the best
eating out Experience they've had in a
long time Maybe you got that phone Call
Now as You're listening to your friend
Talking phone What are you getting
You're getting excited like Okay What's
the name of the restaurant Uh What day
did you go What did you Order So you
having this conversation Now as the
friends describing this Great news to
you what is that friend doing think
about that are they sharing Great
information with you Great news with you
Of course They are but really what they
also doing is Selling you yes they're
Selling you on the idea that you should
go to that Restaurant you see Selling
and sharing synonymous If you think
about it When we have Something Great to
off Great New we want to What share it
so As You Look at your product or your
Service I want you to think about that
you are wanting To Share Great
information If you have a great product
and you know can help Somebody then
Guess What You're Not Selling You're
sharing You're sharing Something with
them that you know that Will Benefit
them If you have a great Service You're
doing the same Thing sharing the
information with somebody Help them You
Get the idea you Starting to feel the
paradigm shift here don't think of
Selling is pressuring you know going to
the car dealership and somebody's
pressuring you to buy That's not what
We're talking about here in Today's
Market studies have shown Nobody likes
to be pressured into buying anything I
am with you on that I agree with You
100% If you're not of that mindset
neither I I don't believe You should
pressure people on buying because to me
pressuring Somebody is Pretty much a
tool of Somebody Who Doesn't really have
a great product right That's why They
pressure you because if It was good You
don't need to pressure People you just
need to share the information with them
you With Me so far Third Point We're
sharing information as We're sharing
information Let's emphasize the benefits
later on in the program We're going to
talk about the benefits your product or
Service offers we going to show you how
to position that in Such a way that
You're Not pushing I always say but you
can always nudge Now Register that in
Selling we don't want to Push we want to
What
n because That's all we want to do When
We Share information People We nuding to
consider What We're offering so for
example Let's say that you Offer Pest
control Service Well When You're sharing
your information with the residents at a
Home Guess What You're sharing with them
Great information a great idea in this
case a great Service and How They can
maintain their biggest investment Which
is their House Let's say Selling Health
supplements again excited about your
product and That's great really counts
is that You're convinced that It will
Help this person if they have or Use
your Health supplements if you're
Selling software Maybe that software can
help that Small business or Small
business owner to What improve their
efficiency in How They do business or
How They do their activities Today again
You Get the idea Let's Say you're
offering social media Services If you
can show The customer How using their
Service Will Help them generate more
leads more Prospect then Guess What
You're helping them and in helping
Yourself but again you the
when you can actually share Great
information with People you know you
have a great product you know you have a
great Service then Guess What It's Time
To Share so We're in That situation
Where We're sitting One on One or One To
a Group keep in Mind You're Not Selling
your sharing and if they see the Value
Which you will Present And I will show
you how to do that with They see the
Value then you don't have to Push These
Are Just Gentle nudges that people say
you know what That's a great product
That's a great Service
I see it so From this day Forward I want
you to delete delete your Old paradigms
your Old Model of what Selling is
because If You Hold On to Those Here's
What's going to Happen let me Walk you
through it You're going to be sitting
Down With a customer and you're going to
be Selling your product or Service and
Because you have a negative View of what
Selling is as You're sitting there
You're going to be thinking to Yourself
am I pressuring them You're going to
start second guessing Yourself you say
Maybe I'm pushing too hard Maybe I
shouldn't say certain things you all of
a sudden you Start again second guessing
Everything You're doing and when you
start second guessing Everything You're
doing you start hesitating youve seen
that Right When People hesitate and when
People hesitate when they talk What does
that Signal to you that that person
isn't confident in What they're Selling
They don't really Believe in What
they're Selling so If we start second
guessing ourselves because we have a
negative perception or perspective What
Selling is we Won't be able to Sell We
basically undermine our success so again
I need you to shift your mindset You're
Not Selling sharing information and if
the folks can see the Value if the
companies can see the Value then you
don't have to What Push it's just All
About nudging by sharing information
That's all you're doing you see the
difference so I want you to think about
this because again This is the
groundwork the Foundation of Which Where
We're going to Build our Sales Process
and a Sales Process is a Process where
I'm going to Show you steps that to Take
to Sell your product or Service and if
you can Master Each of these steps Which
I know you can then Guess What your
Selling Is going to be more Fluid easier
but the big Word Is going to be More
consistent and That's what We're looking
for but again I Bring it all back to One
Thing It's all about the mindset 80% of
Selling is having the Proper mindset we
want to share Great news with People we
want to share Great information and all
We're doing is sharing And We need to
Delete As I Always
Old parads of what Selling is Let's move
on to the next
course
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