Expect Success! My Simple Example..
My first job out of university was with a car rental company. One of the key statistics that we were “graded” on was what percentage of customers purchased the $0 deductible coverage on each rental.
When I started to sell it, I was unsure of my pitch, hesitated often, and I didn’t believe in the value of the service.
One super-star in the office sold a higher percentage of the coverage then the rest of us . I started to watch him sell as often as I could, but it was difficult to get a read on his secrets to success.
I discovered a great way to find out what his “secrets” were. I asked him 🙂
His answer was powerful, yet simple.
“I expected to sell it to every customer. I had the mindset that there was no reasons that they should not buy it. What better time to have worry-free driving then when their car was in the shop or they were going on holidays. I was confident in my sales pitch, and acted surprised if they declined initially. Those objections still typically converted in to sales”.
When I shifted my mindset from “I hope to sell it” to “I expect to sell it” – it was a game changer for me. I still had to practice my pitch, learn to handle objections and be ready for all scenarios; but that expectation of success steadily improved my results.
- Can you reflect upon a time in your career when you felt confident selling something vs. being a little unsure of yourself?
- Describe what the difference in results were when you expected success?
- If you are not as confident as you should be now with what you are selling, what changes can you make to gain positive momentum?
“Success is simple. Do what’s right, the right way, at the right time.” – Arnold H. Glasow
Posted on November 13, 2013, in Sales, Success and tagged Blogging, Confidence, Mindset, Positive Expectation, Selling, Simplicity, Success Mindset, Wordpress. Bookmark the permalink. 7 Comments.
Tim, don’t know if you’re familar with Paul J. Meyer or not. He had the brilliant attitude of being an “inverted paranoid” – he believed that everyone wanted to see him and buy from him and approached every sale that way.
That sounds like an incredible philosophy Broc! Thanks for sharing. I will definitely check him out.
I do strongly believe that the way we “THINK” reflects on how others see us. When I am giving a pitch, I think that I am doing a favor for my prospect.. So, with a mindset where you expect to succeed, the chances of failing would be very less.. Another good read, Tim.
Thanks so much for stopping by Lipok. I absolutely love what you said here. “Doing them a favour” is a great way to wrap your head around a sales pitch isn’t it. Thanks again…
For me it is knowing that what I am offering is in the customers best interest. If it is just a sale, then I cannot do it. If it has value to that customer and as you said “peace of mind” then is it a no-brainer to let them know the value.
Tina… transactions are just that – an exchange of money for products and/or services. But when there is value given, that is different. In my case that peace of mind was the real value, and people really did see that in my example if it was properly presented. Have a great day!
I agree that your mindset is the key to manifest the result you desire. Thanks for posting