Sales results: where they come from and the role of mindset
How we think about 'Sales Results'
We believe Business Results and Personal Results must be viewed as coequal
business
results
Below are a few of the recurring business results that our clients have aspired to through the years. Yours may be different. But we believe they all flow from the same source.
Some common
business results
personal
results
The personal results shown below are among the more common ones that have been expressed to us through the years. Yours may be different.
But we believe they all flow from
the same source.
Some common
personal results
Where do sales results come from?
We’ve come to conclude that all sales results (business and personal) flow from the same source: the atmosphere of trust that we create in our customer interactions!
An atmosphere of trust is created or diminished second-by-second in every buyer/seller interaction. And that atmosphere is the ultimate source of all our sales results.
How do we create an atmosphere of trust?
There are six signals that create (or diminish) an atmosphere of trust in our customer interactions.
Our task is to overcome our inherited tendency to send the negative signals and to retrain our minds so that, eventually, our 'natural tendency' causes us to send the positive ones.
These six signals create an atmosphere of trust.
We must shed our Traditional Sales Mindset if
we want to consistently send them.
These six signals diminish the atmosphere of
trust. Our inherited Traditional Sales Mindset
causes us to send them.
1L
2L
3L
4L
5L
6L
1R
2R
3R
4R
5R
6R
Salesperson avoids all words and
phrases that salespeople commonly use
Salesperson creates a non-transactional
rhythm and feel in the conversation
Salesperson creates a desire by the
customer to share information
Salesperson is likeable but doesn’t seem
to be using rapport as a technique
Salesperson shows core desire to gain
context and understanding
Salesperson creates parity with customer
and expresses ‘honest self-interest’
Salesperson uses words and phrases
that salespeople commonly use
Salesperson creates a transactional
rhythm and feel in the conversation
Salesperson seems to be extracting
information through ‘benign probing’
Salesperson seems to be using rapport
as a sales technique
Salesperson shows core desire to
educate and inform
Salesperson reinforces or allows the
“Customer-as-master” paradigm
