Sales Tip- Do you THINK you will win? by Art Sobczak

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From: Mark S. Chatterton [mark@chattertonworld.com]
Sent: Friday, October 16, 2009 9:43 AM
To: ;
Subject: Sales Tip- Do you THINK you will win? by Art Sobczak

Greetings!

I'm a huge sports fan, sports nut actually. This is a great time of year for us geeks, with every team sport going on, or preparing to.

Our local NCAA hockey team, Nebraska-Omaha is preparing for its first game next week with high expectations, with a new coach who is considered the rock star of college coaching..

I read where the players are pretty jazzed too. The captain of the team said that they are going out expecting to win every game.

Huh? Maybe that was the problem in the past. Shouldn't you always expect to win every game?

Realistically, though, not everyone has that attitude. I can't understand it though. Why WOULD YOU allow yourself to play the game--or make a sales call--unless you expected
to succeed?

Sure, we all know that simply saying, "I'm going to win," or, "I'm going to close this sale," doesn't make it magically happen.

What is far more certain, though, is the fate of the person who says, "We can't win," "I can't get that business," or, "They'll never buy from me."

So here's my brief, but practical and instantly useable sales tip:

+++++++++ KEY POINT ++++++++++++++++++++++
Set your Primary Objective as high as you realistically can on each call.
++++++++++++++++++++++++++++++++++++++++++

Of course, if you sell something very technical, that requires a large investment, or typically has a long sales process, a sale on one call probably isn't a reasonable
expectation. Be reasonable, but stretch your personal expectations to, and beyond, what you thought your previous limits were.

Replace saying, "I'm not sure if I can ...", and instead say, "Why couldn't I ...?"

I'm not a math genius, but experience tells me that the higher you aim, sales-wise, the larger the ultimate results over time.

Canadian author, Frederick Philip Grove, said, "If the desire to get somewhere is strong enough in a person, his whole being, conscious
and unconscious, is always at work, looking for and devising means to get to the goal."

Again, please check out "Getting and Keeping A Successful Telesales Attitude," an audio seminar you can download right now, featuring Dr. Alan Zimmerman. Listen to a an actual excerpt
of the program right now, and take advantage of the the $25 I'm giving you:

QUOTE OF THE WEEK
"Trouble is only opportunity in work clothes."
Henry J. Kaiser