How to Sell Your Product or Service: Acquiring the Sales Mindset (Part 1 of 11) - Sales Training

Summary

This 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

00:00

💡 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.

05:00

🔄 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.

Keywords

💡Mindset

Mindset refers to an individual's established set of attitudes or ways of thinking which can greatly influence their actions and outcomes. In the context of the video, the mindset towards selling is emphasized as a crucial determinant of success in sales. The speaker suggests that a positive mindset can shift one's approach from being hesitant to confidently sharing the value of a product or service.

💡Selling

Selling, as discussed in the script, is the act of promoting and offering a product or service for purchase. It's portrayed not as a negative or pressuring activity but as a positive way to share valuable information that can benefit others. The video aims to redefine the concept of selling from a forceful transaction to a helpful exchange of information.

💡Paradigm Shift

A paradigm shift refers to a fundamental change in approach or underlying assumptions. The video script encourages a paradigm shift in how one views selling, moving from an old model of high-pressure sales tactics to a new model of sharing valuable information that benefits the customer.

💡Economy

The economy is the system of production, distribution, and consumption of goods and services in a society. In the script, the speaker mentions that without selling, the economy wouldn't move, highlighting the vital role of sales in economic activity. Salespeople are positioned as contributors to the economy by facilitating the exchange of products and services.

💡Sharing

Sharing, in the context of the video, is presented as a positive and natural behavior when one has something of value to offer. It's used to contrast with the negative connotations of 'selling,' suggesting that sharing information about a product or service is a way to help others discover its benefits.

💡Benefits

Benefits refer to the positive attributes or advantages that a product or service provides. The script emphasizes the importance of focusing on the benefits when sharing information about a product or service. It suggests that by highlighting the benefits, salespeople can nudge potential customers towards recognizing the value of what's being offered.

💡Nudging

Nudging, as used in the script, is a gentle approach to encourage potential customers to consider a product or service. It's presented as a more acceptable method than pushing or pressuring. The concept is used to illustrate how salespeople can guide customers towards a decision without being overly assertive.

💡Confidence

Confidence is the state of being certain about one's ability or the truth of something. In the video, confidence is linked to the salesperson's belief in their product or service. A confident salesperson is more likely to share information effectively and convince customers of the value they're offering.

💡Product

A product, in the context of the video, is something tangible that is manufactured or refined for sale. The script suggests that salespeople should view their products as valuable solutions that they are excited to share with potential customers, rather than commodities to be pushed onto an unwilling audience.

💡Service

Service, as discussed in the video, refers to the non-physical assistance or benefit provided to customers. Services are highlighted as valuable offerings that salespeople should be eager to share, emphasizing their benefits to help customers maintain their investments or improve their lives.

💡Sales Process

The sales process is the systematic approach to selling a product or service. The video script mentions that the speaker will guide viewers through a sales process, which involves a series of steps designed to make selling more fluid, easier, and consistent. This process is built upon the foundational mindset discussed earlier in the script.

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