If you are a new sales person and do not understand the principles of selling your reactions are predictable. When faced with a tough customer you get humiliated, upset, embarrassed and mad. You take the prospects rudeness as a personal insult.
Your ego gets wounded and your mind starts filling up with negative thoughts. Your attitude is reflected in your face. You try to get control – but it’s too late. The prospect won in the first round!
If you DO understand the principles of selling your reaction is also predictable. You understand that you are a sales person and the prospect is on the defensive. They are afraid you are going talk them into something they do not want.
The prospect is afraid you have a certain power over them and that is why they are ignoring you. By understanding the PRINCIPLES you know that the customer is simply setting the stage and sending you a message – a message that says he is important, his time is valuable, he is in control of this meeting. By understanding the PRINCIPLES you do not let the situation turn negative.
You say to yourself “I really love what I do – I love my profession.”
“I really love playing the selling game.”
"He’s made his first move and he is doing it quite well."
"When he does acknowledge me I will greet him with a smile and an attitude of appreciation for letting me talk to him."
The person who fails usually has been thoroughly trained in the products and services they are going to sell - they have NOT been trained in the psychology and principles of selling.
Most non-selling managers and business owners believe that successful sales people are born that way. This is simply not true. A sales person needs professional training just as much as a doctor, lawyer, airline pilot, accountant, carpenter or chef. Why should selling be any different?
Successful sales people learn the principles of selling and apply them. Sales people who fail do not learn the principles of selling and rely on their ability to “wing it”, which ultimately lets them down. We have already touched on an important principle.
The key is managing your attitude under all the various selling situations. Programming your mind to react in a certain way in a specific situation.
To manage your attitude you must monitor your thoughts and feelings under every selling situation. Approach it as if you were doing a scientific study. When you find that you are reacting negatively to a specific situation, you have found an opportunity to sharpen your skill.