| Are you wanting more sales? Most professional | | | | from a needs prospective, luxury cars would not |
| sales persons will answer "Of course" and may be | | | | be sold. |
| thinking "What a stupid question?" So why are | | | | Many sales people understand that they must |
| your sales not where you want them to be? | | | | emotionalize the sales process for their |
| Did your excuse withdrawals, no I mean your | | | | prospective customer, but fail to emotional the |
| thoughts, turn to: | | | | same process for themselves. If truly want to |
| - Bad economy? | | | | increase sales, then build up your own emotional |
| - Bad time of the year? | | | | bank account. Your emotional bank account will |
| - My prices are too high? | | | | hold all the reasons for securing the gain to |
| Years ago I read about some salesmen in the late | | | | increase sales and avoiding the pain if you do not |
| 1900's selling electric generators to farmers who | | | | win more sales. Sales Coaching Tip: If you sales |
| still did not have electricity. Now is the time to | | | | coach does not have a process to help you |
| stop the excuse withdrawals and explore why | | | | emotionalize the whys of your behavior and you |
| you must add to your emotional bank account. | | | | are not getting the results fast enough, you may |
| One of my clients shared with me that she | | | | wish to talk with him or her. |
| determined that her daughter needed to attend a | | | | Take a piece of paper and fold it down the middle |
| private military school which would cost her | | | | (vertically). On the left side list all the "why pains" |
| $100,000. As a widowed and consequently single | | | | for not realizing your goal to increase sales while |
| mother, she wanted to give her daughter the | | | | on the right side list all the "why gains" for |
| necessary self leadership skills to be successful in | | | | achieving your goal. Then start writing. Make no |
| life. The local school, even though good, would not | | | | judgments if what you write sounds silly. This is |
| help her daughter. So, she quit her job, applied for | | | | for you and only you. |
| a potentially high paying commission based sales | | | | I have one executive sales coaching client who |
| job that she truly did not have the experience, | | | | literally had to list at least 20 items in both |
| but her emotional determination allowed her to be | | | | columns before taking action. However, once he |
| successful. She then went on to earn a salary 3 | | | | did embrace this process to emotionalize his |
| times her past one and achieve her goal. | | | | behaviors, he doubled (17% new growth) his |
| What this client did was to add to her emotional | | | | historical average sales growth percentage (7-8% |
| bank account. She kept adding emotional reasons | | | | annual growth) and has maintained that growth |
| why her daughter needed this expensive | | | | for 5 years. |
| education. And yes, now 10 years later, she said | | | | Finally, keep your withdrawals (excuses for not |
| the investment was well worth it. | | | | winning more sales) to a minimum. Negative |
| Human beings are emotional creatures. They buy | | | | emotions can quickly deplete your bank account. |
| because of the desire, the want and justify the | | | | Please note, an excuse is different than a "why |
| purchase because of the need. The automobile | | | | pain." |
| industry is one of the best examples. A no thrill, | | | | Remember, sales is an emotional process for both |
| plain car gets you from point A to point B just as | | | | the buyer and seller. Keep your emotional bank |
| well as a luxury one. Yet, if people only bought | | | | account strong and you will increase sales. |