The right mindset is essential for successful sales according to an article in the latest Phil Gray Consulting newsletter, which also features an item on ‘what listeners want.’
The sale is in your head, says the newsletter. “The mindset by which you approach the sale will determine its outcome more than any other element of the selling process… no salesperson on the planet makes every sale. But that doesn’t mean that you shouldn’t ever, ever, ever walk into a sale with anything less than a feeling of certainty that you will make the sale because the customer needs you, and that you are the best. Not the lowest price, but the best value for them.”
The newsletter also reminds readers of tried and true programming tips:
Music stations – Great music, good company (be their friend – they want connection with their community), and bit of an idea what’s going on around their area (news and lifestyle info), and they want to know if the world is about to end.
Talk stations – They want to be updated with what’s going on in their world around them and what’s coming up this week. They need to know what is going to affect them personally. They also want to be able to voice their opinion on the topic of discussion, but they expect you to provide expert, reliable and relevant advice and perspective in that current issue.
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