THE INNER GAME OF SELLING.

Brian Tracy’s “The Psychology of Selling”.

VISUALIZE TO BUILD.• “Visualize this thing that you want.• See it, feel it, believe in it.

• Make your mental blueprint,• And begin to build”.

Robert Collier.

WHY SALES / BUSINESSES ARE ESSENTIAL ?

• Nothing happens until a sales takes place.• Without sales, our entire society would come

to a grinding halt.

WHY SALES / BUSINESSES ARE ESSENTIAL ?

• The only real creators of wealth in our society are Businesses.

• Businesses produce all products and services.

• Businesses create all profits and wealth.

• Businesses pay all salaries and benefits.

WHY SALES / BUSINESSES ARE ESSENTIAL ?

• The health of the business community in any city, state or nation is the key determinant of the quality of life and standard of living of the people in that geographical area.

• So What ? -------------

YOU ARE IMPORTANT.

• Salespeople are the most vital people in any business.

• Without sales, the biggest and most sophisticated companies shut down.

• There is a direct relationship between the success of the sales community and the success of the entire country.

Sales was:

• Considered to be a second-rate occupation.

• Many people were embarrassed to tell others that they were in sales.

• NOW ! It is changing quickly.

• Today the very best companies have the very best salespeople.

Now Sales ?• Many young people are

coming out of college and immediately seeking positions in sales with large companies.

• More CEOs of Fortune 500 companies have come up through the ranks from sales than from any other part of the company.

Now Sales ?• Eg: Carly Fiorena –

President & CEO of Hewlett Packard – Stanford’s Medieval Histroy, sales at AT & T.

• Pat Mulcahy – President of Xerox – from sales.

High Income & Job Security.

• You can be proud to be a sales professional.

• Your ability to sell can give you a high income and lifelong job security.

• No matter how many changes take place in the economy, there will always be a need for top salespeople.

Most Important Skill ?

• The single most important skill for success is the ability to sell.

• Every other skill can be hired away from someone else.• But the ability to sell is the Key Factor determining a

company’s success or failure.• In Sales – there is NO ceiling on your income.• Selling is the only field in our society where you can start

with little skill or training, come from any background, and be making a great living in a matter of short period.

80 / 20 Rule in Selling.

The top 20% of salespeople make

80% of the money,

and the bottom 80% only make

20% of the money.

Pareto’s Principle.

80 / 20 Rule in Selling.

• Getting into the top 20% - never have to worry about money.

• Findings: The people in the top 20%, on average, earn sixteen times the average income of the people in the bottom 80%.

Distinguishing Factors.• What are the distinguishing factors of these

people / organizations that make such an incredible difference possible ?

• The conclusion is that: they have developed the “Winning Edge” in their fields.

WINNING EDGE CONCEPT.

• This principle says,

“Small differences in ability can lead to enormous differences in results.”

The difference between the top performers and the average or mediocre performers is not a huge difference in talent or ability. Often, it is just a few small things done consistently and well, over and over again.

WINNING EDGE CONCEPT.

Eg: Win by a Nose in horse race – 10 times the prize money of the horse that loses by a nose.( i.e. 1,000 % difference.)

Winner Takes All.

• In a competitive market – Salespeople have a disadvantage over horses. There are NO consolation prizes.

• Sometimes it is only a small technicality that causes a customer to buy from one salesperson rather than another.

Winner Takes All.

• But in selling it is a “Winner Takes All” transaction. The salesperson who loses the sale gets nothing, no matter how many hours he or she has invested in developing the sale.

Become a Little Bit Better.

• In selling, you only have to be a little bit better and different in each of the key result areas of selling for it to accumulate into an extraordinary difference in income.

• At first move slightly ahead of the crowd,• Using your additional skills get better and better at selling,

the better you become, the better results you get.• In a few months or a year – earning 5 or 10 times as

much as others who are still performing at average levels.

Characteristics of Top Salespeople.

• First – no one is born with these qualities.

• Second – all of these qualities are learnable through practice.

• Starting from nothing (eg: immigrants ).

• The reasons have more to do with what is going on inside of them than with what is going on outside.

• It is what goes on inside the mind of the salesperson that makes all the difference.

Success is Mental.

• A study made at Harvard Uni on 16,000 salespeople and found that ------

• The basic qualities that determine success or failure in selling were all mental.

• The deeper the foundation, the taller the building.

• The deeper your foundation of knowledge and skill, the greater the life that you will be able to build.

Use More of Your Potential.

• The average salesperson uses only a small % of his potential for effectiveness in selling.

• Follow the leaders, compare yourself to the top people.

• Remember: No One is Better than You, and No One is Smarter than You.

• If someone is doing better than you, it just means that he/she has discovered the “Cause and Effect Relationships” in selling success before you have.

BERTRAND RUSSELL( British Philosopher )

“The very best proof that something can be done is that someone else has already done it.”

Find Out.

• Remember: Everyone starts at the bottom and works his/her way up.

• If someone is doing better than you, find out how he/she got from the bottom to where he is today.

• The very best way to find this out is ----- to go and ask him / her.

• Top people are usually willing to help other people who want to succeed.

SELF-CONCEPT.

• Bundle of beliefs that you have about yourself.

• The way you see yourself, the way you think about yourself in every area of your life.

• If you have a High, Positive Self-concept, then prospecting is not a problem for you.

Self Concept.

• Your self concept is the “Master Programme” of your subconscious computer.

• Self Concept α Performance and Effectiveness.

• You always perform on the outside in the manner consistent with your self-concept. ( your Inner Programming.)

• Compensation Behaviours. ( Urge to Extra-spending.)

More than 10 %

• Your Self-concept level of Income.

COMFORT ZONE.

• Scrambling Behaviours.( working longer, harder, smarter, better to get back into Comfort Zone.)

Less than 10 %

Self-concept for the Amount of Money .

Can never earn 10 % more or less than your self-concept level of income.

Setting a Goal for Self-Concept.

• Important to be realistic.• Should not be demotivating instead of

motivating.

“A goal that is vastly beyond anything you have ever accomplished before is ignored by your self-concept.”

POSITIVE SELF-CONCEPT.

• Self Esteem – how much you like yourself.• A person who really likes himself has high self-

esteem and therefore a “Positive Self-Concept”.• The more you like yourself, the more you like

other people / customers.• The more you like your customers, the more your

customers like you, and the more they are willing to buy from you and to recommend you to their friends.

POSITIVE SELF-CONCEPT.

• High Self-Esteem Bosses build High Self-Esteem sales people and employees.

KEY RESULT AREAS OF SELLING.

• 7 KRAs.1. Prospecting.2. Building Rapport.3. Identifying Needs.4. Presenting.5. Answering Objections.6. Closing the Sale.7. Getting Re-sales & Referrals.

KEY RESULT AREAS OF SELLING.( contd.)

• Everyone who is good in any one of these areas was once poor at it.

• Every professional in the top 10% started in the bottom 10%.

• It is simply a matter of learning and practice.• If you fear taking action in a particular skill area –

because you are not good at it – yet.• Making mistakes, feeling awkward, angry & frustrated.

That’s normal and natural for you to avoid that activity.

TIPS TO IMPROVE.

• Master the Skills – in all Key Result Areas of Selling.

• Get Better at What You Do – the better you get in any area, the more

positive your self-concept becomes in that area.the more confidence you have in your

ability, the happier you feel when you are doing the part of your job, and the better results you will get.

TIPS TO IMPROVE.

• Face Your Fears – Fear and Self-doubt have always been the greatest enemies of human potential.

Many people doubt their ability to excel in a particular area, and even though it is not true, it becomes true.

“Belief creates the actual fact.” – William James ( Harvard )

The Great Discovery.

• Happy people think – Happy Thoughts,• Successful people think – Successful Thoughts,• Loving people think – Loving Thoughts,• Wealthy people think – Wealthy Thoughts.They become what they think about most of the time.You become what you say to yourself most of the time.