Do you have an open mind as a sales professional? If you are embracing relationship selling, having an open mind will help you increase sales.
Much is written about having an open mind. This is especially true as a sales professional and even more so if you are embrace the concept of relationship selling.
Years ago I read a story about a man who came into a local store dressed in some tattered overalls, a flannel shirt and driving a old, somewhat beat-up pick up truck. The inside sales person was reluctant to wait on that gentleman. Do you know who that person was? Sam Walton. Mr. Walton was known for not dressing as a millionaire or billionaire, but as a common everyday person, much like those who frequented his Wal-Mart stores.
We are conditioned to make judgments about people within the first 15 seconds of seeing them or hearing them speak. These judgement are based upon our existing and evolving belief system from which all experiences and knowledge reside. If are are using relationship selling, then what judgement are you making that may be limiting your opportunities to increase sales?
Another example is when a new competitor enters your marketplace. Do you have an open mind and think about forming a strategic alliance? Or do you cower, fear that competitor thinking about that is just what I need another competitor?
Small business owners, real estate agents, financial advisors, new car salesmen or new car saleswomen, business coaches, executive coaches and C-level executives who have open minds demonstrate some key behaviors. One behavior is being present during any and all interactions. Another behavior is thinking about how can they help another business owner or executive.
These individuals look at life by seeing all the opportunities. One of my favorite quotes if by Marcel Proust who said that the true voyage of discover is not seeking new landscapes, but seeing with new eyes. When you change how you look at things by changing your filter or lens or belief, the things you look at will change. Having an open mind is how you can maximize relationship selling and increase sales.
Here is one puzzle that I use with many of my clients in helping them understand how difficult it is to have an open mind due to impact of conditioning.
On the following line is a sequence of numbers. Can you place the number one (1) in the correct place based upon a logical explanation?
8 5 4 9 7 6 3 2 0
If you cannot solve this problem, please contact me and I will share the correct answer with you.
Do you want more sales? Then register for FREE professional sales skills assessment http://www.processspecialist.com/sales-skill-assessment.htm.
Are you where you want to be? To find out where you are, then M.A.P. for Success, a FREE email course may help you begin to chart a course of business, professional or personal success. Visit http://www.processspecialist.com/action-plan.htm.
Please feel free to contact me, Leanne Hoagland-Smith, Your Chief People Officer and Business Coach, who works with individuals and organizations that are tired of not being where they want to be and truly want more for their businesses and their selves. 219.508.2859
