by Hugh Liddle, THE Sales Wizard
It’s just simply a part of human nature; we’re all creatures of habit. Sometimes the habits are good, sometimes not so good, and sometimes downright awful. What goes along with that Is that we develop comfort zones that just feel normal and natural to us. Add to that the tendency to care deeply about what other people think of us, and we establish a pattern in our lives and our businesses that either engenders greater success or that keeps us operating on a lower level.
Now you may have heard me say before that nobody likes change except wet babies. And really, it’s true. Once we’ve established those habits and comfort zones and a lot of people like us the way we are, it’s uncomfortable and sometimes difficult to change how we’re thinking and talking. It’s not impossible, though.
Well here’s the “good” news: You’ve probably heard various motivational speakers and coaches say, “You’ve gotta change and become the person you were meant to be. Well, I don’t believe that for a second. You don’t “gotta” do anything, if you don’t “wanna”! YOU are the person who’s in charge of your life. If you’re happy with yourself, your life, your situation, your business, your relationships, your results and you don’t want to change a thing, you don’t have to. You don’t have to change, you don’t have to grow, you don’t have to be what anyone else thinks you can be or should be! You can just say, “I like things just the way they are, I’m dyin’ this way!” It’s OK. Be comfortable, be happy with your results and don’t pay any attention to what others might think. It’s not their lives, it’s yours!
And here’s the “bad” news: If you WANT things to be different, if you want to serve more people, if you want to have more clients or practice members, if you want to earn more money, if you want to enjoy a different lifestyle, if you want to make a bigger difference in the world, then you absolutely MUST change how you’re thinking, your habits, how you’re speaking to yourself and to others and what you’re doing. And that is absolutely going to take you out of your comfort zone. You’ll need to invest time, money and effort to do all of that. And it’s entirely likely that you’ll need help along the way to do it. The number one, biggest factor though, is that you “gotta wanna”!
If you want to increase the number of clients or practice members you serve, if you want your conversion ratios to go up above the 50% level, if you want to hear yes more of the time, if you want to earn more commission or create more revenue, you’ll need to change the way you sell. You’ll need to change what you say and how you say it. You’ll likely have to discard some old habits and create new ones. And you’ll have to get out of your comfort zone.
Here’s just one quick example. Most people are in the habit of asking closed-ended questions…questions that can be answered yes or no. In selling, it’s a vital skill to ask all your questions open-ended…questions that cannot be answered yes or no. It’s the only way for you to get the information you need and to find out what’s going on emotionally with your prospects. It’s so habitual to ask closed-ended questions that most people have a difficult time making the change to open-ended ended questions. It takes time, effort, focus, attention and practice to do it. And if you don’t want different results in your sales conversations, you don’t have to do it! And if you do want better results in your sales conversations, you absolutely need to do it, no matter how weird and uncomfortable it feels.
So engage in some introspection. Get in touch with your “wannas”. Decide what you want to change, if anything, and decide whether you’re willing to invest the time, energy and money it takes to bring about the change you want. If you want assistance to change your sales results and help and serve more people, get in touch with a Red Cap Sales Wizard and arrange a FREE one-hour strategy session.
Here are a few value-packed resources of which you can take advantage at no charge:
- Wednesdays With the Wizards is a brand new, weekly Facebook Live event for you. Another great sales and marketing wizard, Murphy Alafoginis, and I will be sharing stories, sales and marketing tips, fun stuff and answers to your sales and marketing questions. You can tune in at 9:00 AM EDT every Wednesday at http://facebook.com/redcapsalescoaching.
- You can have access two FREE 3-video series on answering objections. One is specifically for chiropractors, and would be useful to any kind of alternative health professional. The other is specifically for coaches, and would be helpful to any service-oriented business. http://redcapsalescoaching.com
- If you’d like to spend an hour with a sales wizard to talk about your business and your sales, ask questions privately and get some great sales tips, ideas and strategies, you can go the Calendar at http://bit.ly/wizard-strategy. There’s no charge, no obligation and no pressure when you take advantage of this resource.
Feel free to take advantage of any or all of these free resources!
Love & blessings,
THE Sales Wizard