How to harness and adopt a winning sales perception
If you get up, and you don't feel like selling, or don't expect your sales performance to skyrocket. It is more likely to fail miserably due to negative sales perception. Your attitude towards sales would have a great impact on your actual sales bottom line. If you are a sales skeptic, you might suffer 50% reductions in sales. Whereas, if you believe in your sales skills, your product and customers willingness to buy, you can close up to 50% more sales.
In this article of "sales perception," we'll charm you with: what is a sales perception, why it is ridiculously important, what is a sales perception compound of, and tools to immense sales.
Before we start, let's postpone a bit on numbers regarding sales profession and consumer perceptions on sales.
Statistics of the sales world
There are over 4.3% people who are in the sales profession. As a business owner, it means that you shouldn't be ashamed that you need to sell. Read more here.
67% of business organizations intend to increase their sales employees to enhance their customer base. Read more here.
Still, 68% of consumers don't have a positive customer perception of sales reps. They think it is a waste of time to speak with sales representatives because the information is on the internet. It means that you need to illuminate your competitive advantage early in the sales conversation. Read more here.
Table of content
What is a sales perception
Sales perception is what you think regarding sales: do you like it, hate it, do you do it out of necessity or willingness? In other words, what are your sales drivers?
Let's look at the next example to understand this term better:
As a plumber, you know that today you have 3 customers who need your services. You get up in the morning with an amazing motivation to give excellent customer service. You will convince them to give you positive customer feedback and client references by mouth marketing. This is how you will grow your business fast.
As you can see here, the plumber had a great sales perception. He wasn't intimidated by the fact that he needed to convince his customers to give him leads. He just asked them to spread the word. Thus, he could easily increase his business activity.
Next, we'll charm you with why a great sales perception would lead you to sell to more ideal customers.
The importance of sales perception for leaving positive experiences on customers
Let's go back to the plumber example. He wasn't satisfied with giving a great service. He also thought of leveraging the positive customer perception by asking for leads. Hence, he believed in his ability to sell, that customers would want his services and that he can solve their entire plumbing issues. This is all about the right sales perspective.
You need to love sales so that more customers would want to buy your products. Think that if you come in a negative mood, you will be sounded depressed, annoyed and unpleasant. Thus, consumers will be more distant from you, suspicious and will refuse to buy. On the other hand, when you are positive, you sound more enthusiastic, convincing and confident. Hence, more clients would be convinced to purchase. This is why your perception is so effective. We believe that it is 50% of the sales process and conversation. How you get up in the morning, the energy and mood you possess, the attitude towards sales, product and clients will affect how your sales day, week and so on would look like.
After we clarified why sales perception is so important, now, we'll charm you with its components.
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How to inherit the right sales perspective
Let's take Elis for instance. She is a great sales rep, and she knows that. She was told in the interview that the products she sells help people lose weight. Also, they showed her some studies that support the claim. She was convinced and started selling the product with high motivation. After a while she had high sales volume. However, she started to get complaints about the product she sells due to poor experiences. Then, her motivation dropped and she stopped selling. She thought that in this competitive marketplace there were much better products that clients would prefer on, what she sells.
In this short story we have charmed you with the 3 components of sales perception. Here are the 3 components that you should answer "yes" to have a great perception.
The first is: How much do you believe in your skills to sell?
The second is: Do you think that consumers would have a good experience when using the product?
The third is: Would they want to purchase the product?
Whenever you think that you know how to sell, customers will want to buy, and you have a great product for them, you will close more deals. Next, let's postpone a bit on each perspective component.
Do you believe that the product you sell will meet a great customer experience
The second kind of thinking, you should be upfront is: do you believe in what you sell? As a business owner, you have to know that your product addresses your customers' needs. If you do so, customers would tend to close faster and improve customer loyalty. In the example of Elis you could comprehend that the product served her consumers needs. When she thought so, she closed easily. However, when customer experience was bad, she stopped selling and her customer retention has dropped.
Would potential customers want to buy
The third important perspective is what do you think your clients would do? Would they want to purchase your products or not? You have to think that your product customer perceptions have to be great. If you do that, you will receive fewer objections, it will be easier to solve consumers' concerns and more clients will be enthusiastic regarding your product. In the example of Elis, she could easily sell in the beginning. This is because she thought that clients would want to reduce their weight, and she could help them. However, inside the customer journey, they felt the product wasn't helpful. Hence, she received bad references. Thus, she had stopped believing customers would want to buy and stopped selling.
As you can figure out, the 3 sales perceptions we have charmed you about, have a huge impact on the behavior of customers, your closing percentage and conversion rate. In the next part we'll show you how you can change your sales perception.
Tools to leverage your sales perception
Think over Jason: he is a business owner in the jewelry industry. He knows that every sale he makes will promote him to be richer. Hence, he has joined a sales organization in which he goes once a month to learn new techniques. He is so passionate about success that when he sells in the morning, it is like an amazing wheel. He just keeps on selling (sales effect power). However, when he is rejected 3-4 times in a row he is losing it. So he has great days besides terrible days. Unfortunately, when he has a couple of awful days, he doesn't know how to rest a bit and come back with new strength.
In this story, we charm you with visualization of some sales perception tools' assets, you should implement in your business. Also, what sales threats should you be aware of. In this part, we'll elaborate on how to adopt good life sales habits and how to avoid bad energy days in sales. So you avoid bad momentum and sales agent objections.
How to adopt good life sales habits
One of the strongest sales drivers are your life routine. The way you start your day will impact the sales volume, at the end of that day. It is recommended to sleep 8 hours to get up fresh. Then, have a morning ritual of eating breakfast, doing breath exercises (like yoga), and doing sports. In addition, while you start working, finish your administrative tasks like: reading and sending email, invoices, etc. Only when your mind is clear, begin selling. Also, don't forget to take breaks every 2-3 hours. You don't want to be exhausted. Try to eat your launch at the same time each day. Work reasonable hours and don't forget that you have family and friends. In the evening, it is a good time to hang with them.
Furthermore, once in a while go on vacation. You can also take a day off to be with your male or female partner, children, grandchildren, or just for yourself. Remember the example of Jason. Don't overload with work because it will affect your bottom line eventually. Meaning you would have more awful days due to low energy when selling.
How to avoid bad energy days in sales
When, sometimes, you try to sell to your target market, you just fail over and over. For inexperienced sellers, this might be devastating. They carry on the last refusals to the next sales conversation. Hence, they expect to hear "no" before they actually hear this word. They anticipate negative purchasing behavior of customers. So what can you do about that?
First, when you feel that your energy is low, stop selling. Do something else in your business. It can be paperwork, customer service, business development, etc. If you still feel tired, you can spare your time for hobbies, walk in the park, go to the beach, coffee shop and so on. After you feel full of energy, go back to sell.
Second, to avoid reaching bad momentum, if you still feel low energy in sales, take a day off or even vacation. If you can't afford it, do other activities in your business until you regenerate your energy. Concentrate on what you like, perhaps: business research, advertising strategies, customer satisfaction surveys, and so on.
Third, think productiveness. Set targets, milestones, statistics and action lists to reach the goals you put in. For instance: reaching sales worth $120 thousand a year. Which means that each month you will have to sell $10 thousand worth. You need 10 sales meetings to close 2 customers worth each $5000. Hence, you need to call 50 times a day. You have to appoint one meeting, and five meetings a week. That, as you close one meeting out of ten. As you can see, instead of concentrating on succeeding or failing, you focus on how to reach your targets. That would help you avoid bad energy and look forward to your goal achieving.
In Jason's example above, you can comprehend what he should do to avoid 3-4 terrible sales days. Starting with thinking on the profits to reach. When he is still having bad days, he should stop selling and do some other activity in his business or simply do other spare-time activities.
How to avoid sales agent objections
First, let us explain what it is. This is a situation where the sellers have particular objections to themselves, sales price, selling, value of the product and so on. So, how do you know that you suffer from a sales agent objection? It is good that you ask because this is what we'll charm you now.
Simply, if you receive the same objection over and over, you transfer a message that something wrong about the product. The customers would feel that and raise the objection, you fear of. For instance, if we are sensitive to prices before buying, it is natural that customers will repeat saying: it is too expansive! So how can you solve this issue?
You should be aware of the situation, when the same objection repeats over and over. You can do it by recording your sales meetings or phone calls. Second, mentioned in the example of Jones. You can join a sales organization or study new methods in sales from the internet. This will help understand your objection and where it comes from. Then, you could unchain from it.
Summary of sales perception
In this article we charmed you with: the meaning of sales perception, why it is significant for sales success, how to adopt the best sales perspectives and tools to help you achieve the right sales approach.
Remember that selling is not a sprint but a marathon. You should look at your average revenues per day and what you have reached in a month. Don't look at each day separately. Everyone has bad days. The question is how you overcome those days to become an amazing seller.
In addition, seek, always, to learn new methods and skills in sales. This is an ever-changing world. Furthermore, the taste of the market is also being shifted. You should be aware of that when selling. This can eliminate sales agent objections.
Third, form a sales life routine. Don't skip breakfast, combine sports, sleep well (between 7 and 8 hours), clear your head both at work and in private life. Don't forget to have a spare time with family, friends and yourself.
Lastly, always, believe in your sales skills, your products added value and that customers will pay for what you can sell them!
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