Your A.C.E. Up Your Sleeve

Sales Mindset - Sales Mindset

Written by Jim Meisenheimer

The selling trifecta always wins - it's your competitive A.C.E. up your sleeve.

There is a selling trifecta you know.

But first, just in case there's one reader who's unfamiliar with the word trifecta.

In horse racing a bettor wins by selecting the first three finishers of a race in the correct order of finish.

There's also a show-business trifecta: a platinum record, hit TV series, and an Oscar.

The selling trifecta isn't a bet, it's a winning combination.

You can't win it - you have to do it. When you do it, you'll start selling more today and everyday.

ACE up a sleeve The selling trifecta is the winning combination of attitude + confidence + enthusiasm.

Take these three keys on every sales call and the doors of opportunity will automatically open for you.

Let's examine (A.C.E.) them one at time.

Attitude - in sales your attitude has everything to do with everything.

To begin with, let's define the word attitude.

Simply stated, attitude is a state of mind. It's what you feel and what you exude.

While you're busy sizing up your new sales prospects, they are just as busy sizing up you and your attitude.

Your attitude is a reflection of your style and your substance - and make no mistake you need both.

Your attitude affects your expectations. For example you expect your next sales call to be a doozy. You expect to get clobbered on your pricing.

And guess what - you're not disappointed - because you do indeed get clobbered on your pricing.

But what if you began the sales call with a different attitude.

What if you expected the next sales to be the best ever. You just oozed with this expectation. Do you think I might see this on your face?

Do you think I might feel it in the room? Would I see it in your eyes?

Your attitude might be invisible but it will surely get you visible results.

Finally - always have an attitude of gratitude. Every time someone helps you, please go out of your way to show your appreciation.

Now let's talk about confidence.

Confidence comes from knowledge and power.

Taken from the dictionary, confidence is a firm belief in one’s abilities. It's being self-confident. It's being self-reliant.

Becoming more self-confident is like being a sculptor.

You're always chipping away at things that are blockers to your confidence.

You probably don't know what you don't know - who does?

So you gotta keep learning and acquiring new skills. Your age age doesn't make you inquisitive - your attitude does.

Examine which abilities you have that make you very self-confident.

Then examine your weakest abilities. You can exercise these and transform them into personal strengths.

Here are two sales tips you can use to project a high level of self-confidence.

Put your chin in the up and locked position. That alone projects that you're a very self confident person.

Always be smiling. When your chin is up and you're smiling now you're projecting that you're a likeable and self-confident person.

Never show your weaknesses in front of sales prospects and customers. When a customer asks, "How's your business," simply say, "Better than I deserve."

During tough times, people are attracted to people who are successful. Act as if it's your best year ever - and it just might work out that way for you.

Confidence can be a fragile thing so avoid all negative naysayers and all the pessimists in the world. Hang out with successful and confident people because it's contagious.

You'll soon discover the quickest pathway to becoming more confident is through preparation and practice.

Finally, the third element of the selling trifecta is enthusiasm.

Why because it's show-time!

Think of every sales call as an opportunity to leap onto a big stage, it’s show-time.

What a wonderful way to get excited about your sales prospects and customers on each and every sales call.

Show up brimming with enthusiasm for your products and services. Have a genuine smile that telegraphs to everyone that you are there to solve their problems.

Remember - don't sell, SOLVE!

You should believe passionately that the world would be a better place if all qualified prospects and customers bought your products?

You must believe this if you expect your sales prospects and customers to believe it.

Someone once asked me what enthusiasm looks like.

Well it's a bundle of energy. It's surrounded by passion.

It's very animated. It's happy. It's smiling constantly.

It's having an extremely positive attitude. It's loaded with genuine excitement with what you're doing.

The selling trifecta is the winning combination of attitude + confidence + enthusiasm.

Don't leave home without them, because it's your competitive A.C.E. up your sleeve.

Jim Meisenheimer -
	Jim Meisenheimer is a former US Army Officer, was Vice President of Sales and Marketing for Baxter International, the creator of the Sales Trailblazer V.I.P. Selling Club and the publisher of The Sales Trailblazer Newsletter. He's been nominated to the Speaker Hall Of Fame four times. Use this link to sign-up for Jim's FREE Start Selling More Newsletter. http://www.startsellingmore.com Read More >>
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