Just getting into sales or a new opportunity and not sure how to "prime the pump" and get started? Yesterday we outlined staying excited and being bold. Today we will continue with concepts to help you build momentum.
Pay for partnership and education. I recall a sales position where I wanted to expand my product offerings but was deftly afraid of harming a client. I approached a "top gun" and offered him 70% of my two largest cases in exchange for watching him in action. An offer he couldn't refuse! It helped me too!
To reach a new level of client, or to simply "get your feet wet" 30% of something is better than 100% of nothing. You must be willing to pay for your development - the best network marketing companies understand this. They structure their up lines to reflect a team of mentor/student. They "split" commission and the mentor makes the lions share until the new "cub" builds confidence. Done right...it works!
Chemistry can see you through while you build competence. Chemistry is vital to any sales transaction that is not commodity driven. Even the 10 year veteran that does not establish basic chemistry will not likely make the sale. Conversely, a 10-day newbie that generates chemistry can muddle their way through to sales consummation.
If you are new to sales be comforted - we all had to start somewhere! Before you are an expert, there is a path to success. First, establish chemistry with a prospective client. Then take your inherent conviction, passion, and honesty and mix it with your current learning and limited experiences. Combined, they will open the avenue to offering a product solution.
Chemistry is not a license to "overpromise and under-deliver" but establishes the right for you to be imperfect - which takes much of the pressure of performance away.
There you have what you need to get you off and on your way...be excited, be bold, make strategic partnerships and engage chemistry. Soon enough, you will be out of the effort phase and in the skill phase of Trusted Advisor!
Until tomorrow, I wish you Money, Power, Success!
No comments:
Post a Comment