This sales motivation technique puts you in a positive state of mind so you can make the most of your abilities and techniques. Whatever you call it, with this self-motivation technique you play from a 10, the sales buzz, float on your boat or are in the now.
One of the biggest challenges for sellers is getting motivated before each sales appointment or cold calling. We can all do it sometimes, but what about the first call of the day or the last call in the evening? How do you motivate yourself after a really bad conversation with a potential customer, or when you're late because the car fails you? Then there are the other areas of our lives that affect our motivational state. Domestic life, family, relationships and what about your boss? Does he or she always leave you feeling great and ready to make a sale?
Use this sales motivation technique before each appointment, and you'll be ready to give whatever you have, and to give it your all, from the first few lines of your sales launch. It works by focusing on the relationships between different sales phases. You link the words you use in your introduction to the questions you ask in the sales question phase and the lines that complete the sale. As you focus on these connections and build and reinforce mental paths, block negative thoughts, defeat self-talk, and stop those dark images. This puts you in the Now, focused and motivated to use all your sales skills with the next prospective customer.
Start by thinking about a common need or desire that your next prospect might have. Define the need as if you were the prospect. Now select a feature for your product or service that meets these specific needs or desires. The next step is to describe how this feature meets the need or desire. This is the advantage that your product feature offers the buyer. The technique is called Need-to-Close-Chain and you may think that it's too simple, too easy or does not mean anything for your motivational state. Stay with me, I've used this with my sales teams and believe that the effects are really worth the effort.
Now we want to speed it up. Pick a need, wish or desire your prospectus may have. Describe it and select the function that meets the requirements of the prospective client. Without hesitation, you present the benefit of how the function actually gives you the prospect of what you want. Try again, and this time pick a need that is not that easy. Define it aloud and then go into a presentation of the function and benefits. Can you do it without hesitation, with a smooth flow from the need to function, then to the benefit?
As you try to complete the links in the chain faster and focus on adjusting to more demanding requirements for features and benefits, you will find that you are concentrating more intensely. You begin to ignore external thoughts if you want to learn more about the context. This focus narrowing puts you in a sales condition and increases your motivation. Use the Need-to-Close-Chains for a few minutes and this sales motivation technique puts you in a positive state of mind so you can make the most of your abilities and techniques.