Feely Focus on Mindset for Sales
Today's Feely Focus is on mindset and mindset in sales in particular. This is a topic I'd love to discuss today because what I'm seeing out there is a lot of fear.
There's a lot of apprehensions and feelings of what is not appropriate right now; for example being proactive. It's not appropriate to reach out and create more conversations when it's exactly what you or your business needs to be doing.
Your team needs this in order to recover, in order to grow your business, and in order to win more profitable clients. A sales mindset is a key area that I feel is necessary to think through right now.
What is a profitable client?
There's no point in taking low-value business when there's an uncertain marketplace. People are asking me, sales teams, sales leaders, business owners;
What is the right approach right now?
What is appropriate?
How do I sell when I can't meet face to face and so many tools and the techniques, and the methods that people created leads have been taken away?
People are forced into this how to sell online and it's a completely different skill set that's needed. It takes a slightly different approach.
It takes adapting your mindset to the right steps to take in order to be more successful, and to start, not just finding leads, but very importantly, building relationships right.
That's a key - time. Some clients have a little bit more time. It's easier to reach clients right now because they're not traveling as much and because they do need to feel that sense of connection.
An expression that I love is a conversation flow creates cash flow. And it's a really critical time right now, to be reaching out and building these relationships.
I'm seeing a lot of sales teams and sales pros hiding behind technology, and sending an email instead, or doing something else digitally, instead of, of picking up the phone, instead of creating zoom calls and having a virtual cup of tea or a virtual cup of coffee with someone.
Those are, those are missed opportunities because that is not communication and you can't build relationships by sending emails.
Technology has a very important place in sales. I feel it took over a lot of the sales activities over the last five to 10 years and building client relationships took a backseat. It's really important to focus on helping others and giving your team right now encouragement to do this.
Some people need support and training on how to step out of their comfort zone on how to approach a client and how to really build a relationship that makes a connection that positions them as a partner instead of as a supplier.
When the conversation is all about race, you tend to be seen as the supplier or a commodity and you want to avoid that for your business.
If you'd like to learn more about tools and techniques on how to create more conversations on how to approach clients right now, on how to build a more sustainable and more profitable sales funnel, reach out. I have links below on how and a few ideas on how you can do that.
Thank you for joining me on the Feely Focus.
