3 of 7: Are you Qualifed? What do you Believe?
Mindful Sales Practice 3 of 7
The entire sales process consciously or unconsciously depend on what you believe.
Beliefs are strongly held thoughts that are held consciously or unconsciously to be true.
To be successful you must integrate beliefs into the sales process. Do you believe in yourself? Do you believe in your product or service? Are you willing and able to convey that belief in a convincing way to your customer? Do you elicit an emotional reaction within yourself when you share your product or service with someone else? If yes, is that emotion positive or negative? If you believe in yourself and you believe in your product, you will begin to feel an emotional response when you identify the ideal customer. This is where sales become something more than a transaction, it becomes an experience. Our invitation is for you to transcend your beliefs into an authentic, world-class customer experience.
Qualification is, without question, the most important step in the Mindful Sales process. This includes a series of questions you ask your customer before selling anything. There are many ways to do this. We focus on five key areas that can be used to better understand your customer and the reason they are looking to make a purchase.
The five key qualifying topics are:
Needs
Decision-Making Process
Competition
History
Resources
We use the following statement to remember them.
New Data Creates Happy Results
Use this strategy to mindfully connect to your next customer.
Eric Szymanski is a C-Suite Network Advisor and an award-winning co-author of Sell More, Stress Less: 52 Tips to Become a Mindful Sales Professional. He is an American hospitality industry professional with extensive sales & marketing leadership experience. You can see more of his work at www.MindfulSalesTraining.com. Eric has demonstrated success in leading high-performing sales teams through planning, implementing, and monitoring actionable sales and marketing plans at hotels and resorts of all sizes, including city-center, convention district, airport and attractions areas. He has a proven track record of success at all levels through the achievement of both individual and team goals for several 1st tier, globally recognized brands such as Disney, Marriott, Hilton & Starwood Hotels & Resorts.
Throughout his career, Eric has created authentic, world-class experiences while volunteering at all levels in several meetings industry associations. In 2018, Eric was recognized with the top individual sales award in the convention sales division at The Walt Disney Company. In 2002, he was recognized as Caterer of the Year by the Orlando, Florida Chapter of the National Association of Catering Executives. He is an avid runner, choral music performer & father of twin daughters who entered college in the fall of 2019.
Latest posts by Eric Szymanski (see all)
- 7 of 7: How Do You Keep The Sales Circle Going & Growing? - July 28, 2020
- 6 of 7: Should I Buy?Moving Your Prospect to Close - July 21, 2020
- 5 of 7: WIIFM? What’s In It For Me? - July 14, 2020
More Articles by Author
