|
The Psychology of Sales Superstars |
|
‘Justin delivered a powerful message that will have a long lasting effect on our people. We are experiencing early returns on our investment with a clear increase in sales numbers.’
Raymond O’Neil, MD, HSBC MIDDLE EAST
|
One of the Psychological keys to success is optimism. Dr Martin Seligman, a past president of the American Psychological Association, has demonstrated that optimism is the most important driver of top sales people. In a landmark study at Metlife, one of the largest insurance companies in the United States, Seligman found that optimistic sales people sold nearly twice the amount of insurance policies that their pessimistic counterparts did.
Why is optimism the essential ingredient to sales success? Research tells us that it takes on average five exposures to a new product before a person will buy. When it comes to ‘bold calling’ on the telephone that means five calls before we should think about giving up on a prospect. Yet over 50% of sales people give up after the first call, by the fourth call, 80% of sales people have given up. You can see the problem. If 90% of all business is done on the 5th call, no wonder most sales people aren’t getting the deal. What determines whether a salesperson will go through to the 5th call or not. Quite simply whether they expect to get the business or not. The optimist says to herself: ‘if I stay engaged, learn from my setbacks, adjust my approach eventually I’ll get the business’. The pessimist says: ‘it’s never going to happen’ so he gives up. The great thing is that optimism can be learnt. In this session, your people will:
- Discover a simple two-step process to transform pessimism into optimism.
- Turn fear, doubt and defeat into confidence and resilience.
- Learn to turn setbacks into stepping stones.
- Nip depression, anxiety and distress in the bud.
- Learn to use their thoughts to increase their health, wealth and career success.
In addition, if applicable to your group, Justin will go into the Seven stages of successful sales, these are:
- ‘Hot Prospecting’
- ‘Bold calling’
- ‘Powerful first impressions’
- ‘Good Conversation’ (Active listening).
- ‘Overcoming Objections’
- ‘Closing the deal’
- ‘After-scoring satisfaction’ (Building the relationship)
‘I would recommend Justin to any company that is serious about developing a positive, performance driven sales and management team.’
Neil Harris, Director – Marketing and Sales, Bidvest – Express Air Services
|
