Whatever you focus on gets bigger. When you focus on a technique or ability, you build a habit. The effort you put into the habit and what you choose to focus on during its formation, will directly reflect the sale’s outcome.
During the sale, where does your focus go? If your mind concentrates consistently on the idea that nobody likes a feature on/in your product, then you allow your prospect the opportunity to notice it. Instead, if your mind centers on what sets your brand apart from the competition’s, then your buyer will regard nothing but that.
Sometimes, staying focused can be challenging. Here are some tips for keeping your head in the game:
-Know the sales process. Practice going through sample scripts before each sales day begins. Think of it like a warm-up: Your ability to focus and succeed correlates to how well you train for your event.
-Get creative with your opening. How you begin your time with your prospect will set the tone for the remaining time.
-Be time-conscientious. Your prospect offers you only so much of their time. Even though they are interested, your prospect will leave if you don’t quickly and effectively demonstrate valuable points. The time is now!
These are just a few to get you started. What else would you add to keep the focus juices flowing?
Here’s to earning what you’re worth!
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JASON FORREST (named one of 2012’s Top Young Trainers for Training magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. In 2013, he won a Gold Stevie Award for Sales Training Leader of the Year. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform companies into sales organizations. A sales professional at heart, Forrest is the author of two previous books. Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.
ABOUT FORREST PERFORMANCE GROUP
Forrest Performance Group specializes in culture change and creating urgency within sales teams and management. Forrest PG’s competitive distinction is its behavior modification approach as applied to a variety of programs, education, seminars and sales coach training offerings all aimed at dramatically improving sales force success.