The Mindset Shift You Need To Make To Close More Sales

Summary

The speaker emphasizes the importance of a positive mindset when making sales calls, encouraging callers to approach conversations as opportunities to offer solutions rather than desperate sales pitches. By framing calls as chances to help potential clients solve problems, the caller can maintain confidence and avoid taking rejection personally. The speaker suggests setting up future calls with prospects who aren’t interested at the moment, thereby preserving relationships and self-esteem. The message is clear: successful selling is about understanding the client’s situation and timing rather than pushing for immediate results.

Takeaways

• 😀 Adopt a mindset of giving: Approach calls with the intention of solving problems and providing value.
• 📞 Frame calls positively: Imagine you are calling to give money, which alters the tone of the conversation.
• 🚫 Avoid desperation: Do not come across as desperate for business; maintain confidence in your offering.
• 🧭 Sift and sort: Focus on identifying qualified leads rather than trying to convince everyone.
• 📅 Set up future opportunities: If a prospect isn't interested, ask if you can call back in a few months.
• 😌 Don't take rejection personally: Understand that a 'no' may not reflect on you personally but rather their current situation.
• 🔄 Move on strategically: If someone is not interested, respect their decision and don’t engage further.
• 🥗 Know your audience: Recognize when someone is not a fit for your offering, similar to selling beef to a vegetarian.
• 💬 Be concise and respectful: Thank prospects for their time and conclude calls graciously.
• ⏳ Timing is crucial: Understand that personal circumstances may affect a prospect's readiness to engage.

Q & A

What mindset should you have when making sales calls?

You should approach sales calls with the mindset of calling to solve a problem, imagining that you're calling to give them money, not just to sell something.

How does desperation affect your sales calls?

Desperation can make you sound needy and unprofessional, which can turn potential clients away. Instead, you should project confidence and self-sufficiency.

What is the importance of setting up future calls?

Setting up future calls allows you to maintain a connection with potential clients without coming off as pushy or desperate. It keeps the door open for future opportunities.

How should you respond if a prospect isn't interested?

Politely thank them for their time and ask if you can call back in a few months to check if their situation has changed.

Why is it important not to take rejection personally?

Rejection can happen for various reasons unrelated to you. Understanding this helps maintain your self-esteem and keeps you focused on future opportunities.

What does it mean to 'sift and sort' in sales?

Sifting and sorting means identifying and qualifying potential clients based on their needs, rather than trying to sell to everyone indiscriminately.

How can you protect your self-esteem during the sales process?

By not taking rejections personally and recognizing that many factors can influence a prospect's decision, you can maintain your confidence.

What should you do if a prospect insists they're not interested?

Respect their decision and ask if you can take them off your list, thus allowing you to focus on more promising leads.

What is the significance of asking for permission to follow up?

Asking for permission to follow up shows respect for the prospect's time and can increase the likelihood of future engagement.

How can external factors influence a prospect's decision-making?

Personal circumstances, such as stress from a divorce or recent loss, can impact their readiness to engage in business, highlighting the importance of timing in sales.