Tuesday With Terry

5 Tips for Fine-Tuning Your
Sales Process

People always talk to me about the most important part of the sales process, often giving examples of things like lead generation, sales management tools, and more to guide themselves towards the right answer.

But they’re wrong, or at least misinformed. Really, the most important part of the sales process is Y-O-U.

I talked previously about how to build a healthy self image in my podcast, but I want to bring it up again here because it’s incredibly important to have confidence in yourself in the sales world.

You absolutely have to have a passion for what you do. Do you love what you do? Do you wake up every day excited to pick up the phone, talk to people, and tell them all about how much your products and services can help them? If not, maybe selling isn’t for you. Or maybe you need to fine-tune your self image before you can fine-tune your sales process.

Whatever the case, grab your pen, make that gratitude list I was talking about, and get ready to revamp your sales process and your life.

First things first, you’ve absolutely gotta have your head right. Nobody wants to buy something from someone who drags their feet through the mud and hates their life. 

The fact of the matter is that you can find happiness in every day, you can find that love in your life, and you can use it to fuel yourself in all aspects. You’ve been successful in your past — you just need to do some digging to see there’s gold all around you. And where you see failure, use it as an opportunity to learn from your mistakes and keep on pushing forward.

I learned a long time ago that if you want to be successful, you have to take a sincere interest in people. 

You absolutely have to be friendly in the sales world, or else you won’t go very far. And if you wanna make a friend, you first have to BE a friend. 

People won’t care how much you know until they know how much you care.

As Zig Ziglar said, “People don’t buy for logical reasons. They buy for emotional reasons.”

When people see how passionate you are, they’ll become equally passionate about what you have to offer.

Double your enthusiasm, double your sales. It’s really as simple as that.

You might find your path littered with obstacles and objections, but understand that that’s completely normal. If it was easy, everyone would do it. But it’s not. Make sure your team understands the road ahead might be bumpy, but oftentimes, bumpy roads lead to beautiful destinations.

Grab all those friends you made, and get everyone aligned and in agreement.

Relate to your team by showing empathy. Use phrases like, “I understand. No problem. You’re right. You know, I was thinking that too. I’m with ya. I want to try and make that happen for you.”

Those words are the bridge to the future. You see, when you’re in agreement, you create alignment, and you create bridges to get where you need to go — bridges that will bring you right over the bumps and into the great beyond.

It’s not “Yes or No” — it’s “This or That”.

Don’t ask them if they want to buy the pen — ask them if they’d like the red one or the blue one.

People love to buy, but hate being sold to. So a way to get around that is by giving people choices.

And remember: the key to selling is helping people solve a problem.

I’ll leave you with this: The fortune is in the friendship.

I know I say this a lot, but I really can’t tell you how important people are.

Across the years, I’ve brought many individuals into my own personal inner circle, creating strong relationships that have opened up doors and opportunities for myself and others. I’ve been able to create success not because I was able to do something successful myself but because I had a strong team of great people at my back.

Remember to take a sincere interest in others. When you do that, sales will happen faster than you’d ever imagine.

And remember — it’s not one or two things that you do 20 percent better, it’s about 20 things that you do 1 or 2 percent better. It’s the little things in life that really matter, after all.

Thanks for taking the time to read my blog. For more advice on how to get your mind, your business, and your life in shape, don’t forget to tune into my podcast every Tuesday.

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