The attitude to sell comes from a “Sales Belief System” which guides a salesperson towards his actions.
Let me list down some elements of negative belief system seen in most non professional salespersons and their after effect is the feeling ; “I will not make sales calls.”
Negative Belief System After effects
Our product has some genuine issues. I will not make a sales calls.
I know that this prospect will not buy. I will not make a sales call to him.
There is a supply chain mgt issue. I will not make a sales calls.
He does not need my product. I will not make a sales call to him.
Below, I will list some positive belief systems from sales in my mind which always goads me to make more and more quality sales calls.
Positive Belief System Positive Effects
My Hit Ratio is 19:1. I will always try to establish 19 touchpoints.
Complaint is a gift from customer. I look forward for complaints.
Customers have a life time value. I maintain rapport with the customer post sales.
Happy customers give references. I have a separate target for reference selling.
Customers buy cross products if sold well. I keep a target for Cross Selling.
All contacts will some day give a sale. I have a mechanism to track old contacts.
68% customers leave us if not taken care of. I always take good care of my customers.
If sales is always in the mind, let us endeavour to purify the same .