You’ve probably heard the expression sales is a numbers game, but I believe just as important as the numbers is your sales mindset.
As a business coach, I specialize in helping promotional products sales professionals quickly, easily, and profitably grow their sales. I’ve seen how having the right sales mindset can greatly increase your success.
Take a look at your current level of promotional products sales. If your sales aren’t quite where you would like them to be, you may need to work on changing your sales mindset.
Try these 9 powerful sales mindset secrets to develop a more positive attitude and watch your business increase.
1. Be passionate about what you do. You may have heard the saying “Do what you love and you’ll never work a day in your life.” One of the advantages of selling promotional products is that you can choose an area to specialize in that you love. Love the game of golf? Specialize in golf promotions. Love cars? Sell to the automobile industry. Do you have a favorite charity you feel passionate about? Work at helping promote that cause.
2. Become an expert. Once you’re working in an area you love, become as knowledgeable as possible about it. Read trade journals, subscribe to magazines, join LinkedIn and Facebook groups, and attend seminars to enhance your skills. Become a visible presence in your area of expertise. Your clients will seek you out when you’re perceived as an expert.
3. Provide added value. Forget about focusing on the promotional product; instead, focus on the value you bring to your clients and what they want to achieve. They face certain business challenges. What can you do to help solve their problems? Become the vendor of choice by providing added value. How do you provide added value? Find out what your client wants most and provide it. Offer services such as: program selling, faster shipping, help with distribution, 24/7 tracking, and marketing tips. When you add value, you can sell at a higher price point because your customers will consider you a partner in their success.
4. Build the relationship. All things being equal, people buy from those they know, like, and trust. The relationship comes before the sale. Focus on meeting your clients’ promotional needs, and you’ll be able to get what you need. The relationship-oriented salesperson educates clients and helps them make the right choice, even if it means making less money. This goes a long way in building loyalty and clients for life.
5. Manage your time effectively. Successful salespeople know the value of time management. They don’t waste time on low-or no-profit activities. Instead, they spend the majority of their time in front of qualified prospects and clients. They research their prospects in advance of the sales call. They have a goal in mind before they call. They continually ask themselves: What result do I want from this sales call? What value can I bring to them or their company? They make sure their prospect has a need, a budget, and the authority to place orders before they do the research and recommend a product.
6. Be a great listener. The best sales professionals listen far more than they speak. Rather than talk about themselves and their company, they ask questions to uncover their clients’ needs. They know the value of open-ended questions. These can’t be answered with a yes or no. Such questions should address issues like: the client’s current business challenges, marketing budget, decision-making process, and vendor expectations. Use the answers to these questions to make excellent product recommendations.
7. Differentiate your service. The difference between an average sales professional and a sales superstar can very often be found in the words they use. The way you differentiate your service is of utmost importance. Telling prospects your company has been in business for 10 years is not a benefit. But if you tell them your company has been in business for 10 years and therefore you have close relationships with the best suppliers and can provide faster service, unique ideas, and quality guarantees -- that’s a benefit!
8. Stay positive. Sales can be challenging, but the most successful sales professionals don’t let that get them down. They keep a positive mindset by surrounding themselves with positive influences, motivational books and podcasts, and other successful people.
Invest in your success. Want to be one step ahead of the competition? Invest in yourself by attending promotional products industry shows and education sessions, reading industry publications, or working with a mentor or coach.
Rosalie Marcus, The Promo Biz Coach, is a promotional products business expert, coach and speaker. Combining her skills and years of experience in promotional sales, she helps her clients sell more at higher margins and quickly and easily increase their sales. Get a free special report: 10 Proven Ways to Thrive in Promotional Products Sales… in Any Economy at www.promobizcoach.com. Contact her at Rosalie@promobizcoach.com.