SELF MANAGEMENT
something such as, ‘Do you feel OK with that commitment?’ ‘How do you relate to this?’ ‘Do you think this would suit your needs?’ “Present the next piece of informa- tion and say, ‘How do you relate to that?’ Then say, ‘Based on what we’ve agreed on – A, B, C, and D – do you think this will be something worth your while and that you could com- mit your resources (or time) to this project?” This approach asks for com- mitment and gets people to verbalize their commitment in specific terms. Good self-understanding is also es- sential for being a good salesperson, says the expert. Know what you’re feeling before you try to elicit specific commitment from someone else. “Someone who has a self-rejecting attitude will translate that into a customer-rejecting attitude – and that can be devastating in selling.” When you feel guilt about selling, you may be experiencing a conflict about upsetting the status quo, he explains. “A lot of people are taught
THE AMERICAN MINDSET: THE PURSUIT OF HAPPINESS PART 2
early on not to upset the applecart, not to rock the
boat...so people grow up with stereotypes designed to de- velop a certain stability in themselves. “My way of getting out of it is to visualize the happiness you can create
through the sales process. See the smiling customer; see the satisfaction. Visualize the results of your efforts. Once you can see that, you can take that leap of faith and disturb people’s minds with your new idea.”
“
Companybook has become an essential tool for our
sales and marketing teams. The quality and robust nature of the information lead us to eliminate several third-party services. More importantly it has become
our go-to resource tool for prospecting, stakeholder identification, and key account development around the globe.
”
Kimberly Carroll, VP Global Marketing Apex Supply Chain Technologies
www.companybook.us
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