Rewire The Sales Mind – Lesson 1
October 2, 2009 by admin
Filed under Bill Caskey, Inner Game
Well, with our big seminar/workshop coming up on November 4 (in Indianapolis), we thought it useful to review what we mean by “rewire the sales mind.”
Today’s Lesson: How We Think Determines How We Act (And Achieve)
This is step # 1 in rewiring the sales mind–to understand that if you want to make quantum changes in your results–you must not just change your actions—you must change your thinking (which is the entire essence of “rewire the sales mind.”)
“How you think about what”, you are asking?
- How you think about yourself and the value you bring. Are you merely a representative of corporate value–or do you bring value by YOU showing up?
- How you think about your customer or prospect. Do you see them as a target to be shot (sounds gruesome doesn’t it?). That’s the WRONG way to think about your customer. The RIGHT way to think about them is to think about the pains and problems they have which they can’t possibly solve without your value. Have some empathy for them. Listen to them when they tell you about their issues.
- How you think about money. We address this in our book by the same name, Rewire The Sales Mind. This inner issue has to do with your relationship with money–the money you talk about with your customer–and the money you make in your life. How you think about it directly influences how much of it you make.
- How you think about your product value. Do you see it as something that your customer needs to have to solve problems–or something that your marketing department tells you to emphasize? (Hopefully, the former).
- How you think about prospecting/business development. If you think about it as something you HAVE to do in order to meet your goals, you’ll always struggle with it. If you believe it is a service / a cause to help those around you who need you, then you’ll do fine. Great achievers see prospecting as a service to the disadvantaged.
I hope you can make it to Indianapolis on November 4. There will be some ground breaking content.
If you can’t, I urge you to secure the DVD of the event. You can do so at www.rewireseminar.com.
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