Program Yourself For Sales Success

Selling isn't something you do to people, it's something you do for them. If you feel as though you're being pushy or twisting arms when you are interacting with prospective customers or clients, you might be doing just that. To be successful in sales, you do need to be in control of the sales process and you do need to ask important questions, but you don't have to be obnoxious, overbearing or demanding.

Look at selling as an opportunity to create value for prospects. A good salesperson uncovers needs that his customers or clients have--needs they might not be aware of on a conscious level--and helps them meet those needs or find solutions to problems or potential problems. When you sell in this way, you are providing a valuable service to your customers and prospects that they might not be able to find elsewhere. Why shouldn't they value a professional provider of products or services as much as, or more than, they value an investment broker, an accountant, attorney or financial planner?

Psychologists teach that when you are unhappy about the circumstances of your life, your job, or your relationships; you can make changes that will reduce or eliminate these negative feelings. You can accomplish this not by expecting other people to change or the circumstances that affect you to somehow be altered, but by changing what you can control--yourself and your attitudes. If negative attitudes are blocking your sales or personal success, you need to ask yourself the following questions:

1. What new attitudes or ways of thinking must I develop to reach my sales objectives?
2. What negative attitudes must I convert to more positive views?
3. How should I look at myself and my present situation or assignment with my company or firm?

Formulate honest answers and write them down. This exercise in self-examination can be painful since your ego may feel discomfort at being questioned. Unless you are willing to ask these questions and honestly explore the answers, your old attitudes will continue to block your professional progress and enjoyment.