Jan 9th 2015
Practical preparation and mental preparation can
take place, at least in part, at the same time, and they are closely related.
You can search first for the client company information and create your own
idea of your product properties and which ones of those are most likely
relevant for this specific customer. At the same time we can find out the needs
of the customer, we are going to solve with our products and services. During
this phase we are going through the questions, which enable the customer to
express their true needs and we think about the positive effects for customer
of meeting these needs. At the same time we can think about the best suitable
arguments and values of the customer keeping in mind our presentation.
Mental preparation can be done in reversed order
(from the outcome to the beginning of the sales speech) and thus ensure the desired
outcome. The solution you provide to the customer with this method will be
optimal for him and meets your customers needs. Preparing like this we can
focus to the customer easier in meetings and we can use our mindfulness
abilities to live more fully in sales situations. Mindfulness abilities means
here focusing to the present moment, observation and approval. We can use our
intuition and creativity better while using well-planned frame of sales
meetings. We don’t have to focus too much in to this frame during the meeting
and we can deviate from it naturally. Just as top-athletes, top-sellers must
have the ability to focus on performance, to the customer and his needs with sellers
whole being. Mindfulness will also help the seller develop essential listening
skills. With help of awareness and mindfulness skills salesmen learn to
understand what the client means instead of just hearing the words.
Mental preparation can also be done at a general
level. Mental exercises can contribute overall our self-esteem and performance.
Specific mental exercises can be done for meeting the customer and in addition
for sales process as a whole or its sub-areas. You can find these specific
mental exercises from these blogs subsequent chapters.
Next: I present to you one model of self-esteem
and performance developing exercise, which can be used generally in sales work.
For the better sales
Your blogger Coach
Harriet "Trainetta" Väänänen
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