EVERYTHING begins with your mindset
Before we talk about specific telephone sales techniques, we need to talk about mindset. Because, a strong mindset is the foundation of everything you do.
Once you genuinely come from the right mindset, all these techniques will be easy.
That said, let’s identify the techniques. That way, you’ll be conscious of when you’re not using them… and when you are aware of that, you’ll recognise it as a sign that you actually need to revisit your mindset, rather than force the technique.
But how, exactly, do you work on your mindset?
1. Recognise that mindset is essential and commit to working on it every day
Make a point of acknowledging the importance of your mindset. Don’t just think about it in the moments before you sit down to make a call – focus on it the rest of the time too. Think of your mindset as being the bubble for your day-to-day life.
So, are you generally a positive person? Do you focus on the things you’re grateful for? If so, great. But if you tend to be cynical and negative, pointing out the downside of any situation, you’ll need to work harder to generate a positive mindset before you get on the phone. And trust me: your client will know immediately if you try to fake this.
Cultivate a positive mindset by:
- Being grateful for what you have
- Developing a thick skin so the word ‘No’ doesn’t flatten you
- Remembering what lights you up about what you do
- With calling out on a cold call, be bold and courageous thinking ‘well what’s the worst that could happen? Optimistically thinking “nothing ventured, nothing gained”.
Embrace your positive mindset to start your day. There will of course always be ups and downs, yet it’s how you choose to react to those challenges that will strengthen your resilience and therefore heighten your positive mindset.
Summary: Embrace your positive mindset, it determines everything.
2. Ensure you’re 100% sold on your own product or solution
Want your client to understand how amazing your product or solution is? You need to 100% believe it yourself! So be very clear on what your solution does for them.
Know exactly what problems and pain points it solves– what value it is to them. You need to have 100% certainty. Remember, your client is buying into you, not just what you’re selling. If you’re not confident about it, how can they be?
Get clear too on your USP and elevator pitch – not just as rote words, but as concepts that unambiguously prove how different it is what you provide. Those concepts need to be etched into your subconscious so you can always pull out the version that will most appeal to the particular client you’re speaking with at the time. Unless you’re clear about what you’re talking about, your client can’t be either.
Summary: If you’re 100% sold, your client will be too.
3. Remind yourself that money is still out there
Even if you switch off the media, negative comments may still penetrate your world. You’ll hear about job losses, economic slowdown and times being tough on social media, from friends or family, and possibly even from the odd client. It can be easy to believe that all the money that ‘used to be out there’ has suddenly dried up.
The truth is, for many of us there are clients who need what we’re selling, and are very willing to pay for it. Don’t ever assume you know a customer’s situation better than they do. Even if your first few calls of the day involve clients caught up in negativity spirals, don’t pass their mindset on to clients you speak to later.
What to do
Learn more:
Summary: Money is out there, keep looking.
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