| This sales motivation technique will put you in a | | | | that your next prospect might have. Define the |
| positive mental state so that you can make the | | | | need as if you were the prospect. Now select a |
| best possible use of the skills and techniques that | | | | feature that your product or service has that will |
| you have. Whatever you call it: Playing from a 10, | | | | meet that specific need or desire. The next step |
| the Sales Buzz, Floating your boat, or being in the | | | | is to describe how that feature fulfills the need or |
| now, this self motivation technique will put you | | | | desire. This is the benefit that your product |
| there. | | | | feature gives to the buyer. The technique is called |
| One of the biggest challenges for sales people is | | | | the Need-to-Close-Chain and you may be thinking |
| how to get motivated before every sales | | | | it's too easy, too simple, or that it doesn't do |
| appointment or cold call. We can all do it some of | | | | anything for your motivation state. Stick with me, |
| the time, but what about the first call of the day, | | | | I've used this with my sales teams and believe |
| or the last call in the evening. How do you get | | | | me the effects are really worth the effort. |
| motivated after a really bad meeting with a | | | | Now let's speed it up. Pick a need, want, or desire |
| prospect, or when you're running late because the | | | | your sales prospect may have. Describe it and |
| car let you down. Then there are the other areas | | | | move straight into selecting the feature that will |
| of our lives that impact on our motivation state. | | | | meet the prospect's requirements. Without any |
| Home life, family, relationships, and what about | | | | hesitation present the benefit, the way the |
| your boss, does he or she always leave you | | | | feature actually gives the prospect what they |
| feeling great and ready to make a sale. | | | | want. Now try again and this time select a need |
| Use this sales motivation technique before every | | | | that isn't so easy. Define it out loud then go into a |
| appointment and you will be ready to give it | | | | presentation of the feature and the benefit. Can |
| everything you've got, and be at your best from | | | | you do it without hesitation, with a smooth flow |
| the first lines of your sales introduction. It works | | | | from need to feature, then to the benefit? |
| by focusing your mind on the connections | | | | As you try and complete the links of the chain |
| between the different sales stages. You will be | | | | faster, and focus on matching more difficult needs |
| linking the words you will use in your introduction, | | | | to features and benefits, you will find you focus |
| with the questions you ask at the sales | | | | more intensely. You start to block out external |
| questioning stage, and the lines that will close the | | | | thoughts as you want to learn more about the |
| sale. While you are focusing on these connections, | | | | connections. This narrowing of focus puts you in a |
| and building and re-enforcing mental pathways, | | | | selling state and heightens your motivation. Use |
| you are blocking out negative thoughts, defeating | | | | the Need-to-Close-Chains for just a few minutes |
| self talk, and stopping those dark pictures. This | | | | and this sales motivation technique will put you in |
| puts you in the now, focused and motivated on | | | | a positive mental state so that you can make the |
| using all your sales skills with the next prospect. | | | | best possible use of the skills and techniques that |
| Start by thinking about a common need or desire | | | | you have. |