Author: Eric Szymanski

The sales cycle is never-ending. It evolves, flows, and repeats itself the next time a customer is looking to make a purchase. Congratulations if you won the sale. Celebrate the victory and begin the follow up of delivering on the product or service that was sold. If you sold any product or service, follow up would include making sure the product works or service is delivered as agreed with the customer in the previous steps in the sales process. Remember to express thanks, gratitude, and/or appreciation in an appropriate way.

Integrating mindfulness in the follow-up and gratitude is taking a moment to feel gratitude in your body as the truth of your experience. Don’t just say you are grateful, feel it! Feel joy in your body. Share that joy with your potential customer/lead/prospect.
Remember your intention
Center
Breathe
Keep your beliefs positive
Focus on your positive vision
Mindful Sales is a joy-filled, easy process when you set that intention early, often and throughout the sales process. When Eric came to Holly stressed and overwhelmed and she asked him, “does it have to be this way?” she changed the way he thought about his interaction with customers before, during, and after the sale.

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.  Learn more about his work at www.MindfulSalesTraining.com. He is an American hospitality industry professional with extensive sales & marketing leadership experience. 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.

Closing the sale is plainly and simply asking for the business, confirming the sale or the achievement of a “desired outcome.” It is the ultimate moment of truth. Are we doing this or not? The closing comes in many forms and it may bring anxiety to the sales professional. Human nature may involve a certain fear of rejection. Who wants to be told no, or they are not being selected? If you have engaged with all of the steps of the Mindful Sales process, and your potential customer is aligned with your product or service, closing should be a natural and stress-free part of the process. Whether or not you are selected is something you can learn from. Keep your dignity throughout both winning or not winning the business, and this will be rewarded in the future (think referrals, etc.).
If you consider the previous example of purchasing a home, our realtor asked trial close questions as we walked through each room. “How do you like the kitchen?” “Do you see yourself entertaining in the backyard?” “These cabinets are dated; however, you could easily paint them or maybe change them out. Does that sound like something you would be interested in doing?” After completing the walkthrough, she attempted to close the sale by stating, “It sounds like you really liked the location, the general condition and the overall layout of this home,” and then she asked, “Would you like to make an offer on this home?” The answer was easy. “Yes,” we replied. If we could get the home at the price we were willing to pay, we were ready to complete the purchase. After two rounds of negotiation with the seller, we arrived at a mutually agreeable price, and we purchased the property.

How to integrate mindfulness into this step:

The trial close/close step is commonly believed to be the hardest step of the sales process. Therefore it is a huge opportunity for you to infuse mindful practices. In Holly’s book, Mindful Leadership The A to Z Guide for Stress-Free Leadership, she provides a mindful leadership practice and coloring mandala for every step of the Mindful Sales process. The corresponding mandalas for the “T” in Trial the “C” in Close are Trust and Center, respectively. As you grow your mindfulness practice, trust and continuously refer to the seven steps and you will be guided on what to do, what not to do, and how to move to the highest and best outcome of every sales exchange.

 

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. 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. Visit www.MindfulSalesTraining.com for more on how you can work with Eric. 

 

“A presentation gives information to the client about your product or service. Presentations may be formal or informal, with verbal and/or written communication such as an overview given in person or on-line. A presentation of your product shows the correct way to use the product or service. This is where features are outlined along with their benefits and impact to the consumer. A demonstration is the actual use of your product or service. Think of a free sample in a food court or a test drive of a vehicle. This is usually a key moment of truth where the potential customer can experience your product or service for themselves. This is perhaps the most important part of the sale, where the customer can see if you can deliver on the promises you made throughout your presentation.

How to integrate mindfulness into this step:

• Remember your Intention
• Center
• Breathe
• Keep your beliefs positive
• Focus on your positive vision
• Make sure you answer the question, “What’s in it for me,” which is always present in the client’s mind.
• Be fully present at the time of the presentation and demonstration, with a focus on accuracy. Continue to create the vision[…]”

 

When you integrate mindfulness and sales you become more effective and profitable.  Mindfulness is being present in the moment, without judgment.  Use mindfulness to increase sales by:

• Reducing Stress and Anxiety
• Creating Focus
• Reducing Overwhelm
• Increasing Memory
• Improving Health & Happiness

 

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. Learn more about how you can work with him 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.

 

 

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.

 

The pace of life today is constructed in such a way that many of us feel compelled to stay in motion.  As sales professionals, often the perception is that the faster we move, the more we will be rewarded.  A Mindful Sales professional has control and understands the power of when to sit still and listen.  It is said: “Be still and know.”  Centering is the process of bringing your awareness back into your body. 

Start by shifting your belief that it is possible to have a centered, mindful meeting with a customer. This shift sets the foundation for your positive sales experience.  A professional greeting is simple and positive.  This is an opportunity to spend time talking about anything other than your product or service.  Meet the customer where they are.  Did they travel a far distance to meet with you?  Are they in the middle of a busy project at work?  What is happening in their personal life?  If you just met a person, it may be difficult to get past pleasantries; however, many times the best question to ask someone when you see them is, “How are you?”

When you invest time in meeting and greeting a customer, you will learn something that will allow you to connect in a more meaningful and substantive way.

Every relationship has a beginning. Choose your greeting carefully and start with something like, “Hello, my name is…”   This is not the time or place for cheesy pick-up lines. The best greeting is simple and establishes respect and professionalism. 

When you integrate mindfulness and sales you become more effective and profitable.  As you become more mindful you will increase sales by:

• Creating Focus & Deepening Connection 
• Reducing Overwhelm over the Sales Process
• Increasing Memory of Customer Facts
• Improving Health & Happiness

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.  Learn more about his work at www.MindfulSalesTraining.com. He is an American hospitality industry professional with extensive sales & marketing leadership experience. 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 tiers, 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.

There are good days in sales and there are challenging days. It’s an everyday journey. The stress of living and selling yourself as a sales professional today requires us to have focus and stress reduction techniques that may be used throughout the day during every buying and selling encounter.  We all must look at our business mindset and the sales process in a different way.

When you integrate mindfulness and sales you become more effective and profitable.  Mindfulness is being present in the moment, without judgment.  Use mindfulness to increase sales by:

• Reducing Stress and Anxiety
• Creating Focus
• Reducing Overwhelm
• Increasing Memory
• Improving Health & Happiness

Set Your Intention: Mindful Sales Practice 1 of 7

A Mindful Sales Professional has many tools available.  When used effectively, these tools create exceptional results.  Start by setting a positive intention to create more good sales days than bad. An intention is one word.  How will you be doing?   It’s a choice you can make to be in the moment and look at business positively, in any economic environment. Reframe the challenging days and know things do not have to be “bad” or “negative.”  Make a commitment to being your most empowered and confident self while selling your unique product or service.  

Here are a few sample intention words that I use:

• Open
• Receptive
• Excited
• Happy
• Focused
• Connecting

As you approach a sales call surround yourself in the energy of how you intend for the interaction to go.  Feel happy, focused, excited.  Notice if the energy is negative. If you sense anxiety or any negative emotion for an upcoming meeting or call with a customer, ask yourself, “why am I anxious or being negative?”  Rest assured – It doesn’t have to be that way.  Make a choice to stay positive throughout the experience.  Your attitude is very powerful – and your intention is just as powerful.  Choose wisely, chose positive, everyone you encounter will be affected.  This includes your customers.

 

Eric Szymanski is a C-Suite Network Advisor, co-founder of the Mindful Leadership Council and co-author of the award-winning book Sell More, Stress Less: 52 Tips to Become a Mindful Sales Professional.  Learn more about his work at www.MindfulSalesTraining.com. He is an American hospitality industry professional with extensive sales & marketing leadership experience. 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.