CAN YOU SELL UNDER PRESSUREBy:- Dhammika Goonewardena08th Nov 2014

What's the most pressurized selling situation you have ever found yourself in? 

Get ready to improve your mental game of selling, right now.

Five Mental Strategies To Help You Achieve Peak Performance In Your Selling

• . Think Like A Winner. Master your mind. Control your thoughts. Think only positive thoughts. Don't allow thoughts of failure into your head. Maintain mental discipline. Imagine winning from every possible angle. Winning starts in your mind--remember that your mind is always in your complete control.

•  Keep Your Mind In The Present. Winners maintain mental focus in the present. Here and now is where you perform, not the regrets of the past or the uncertainty of the future. Focus on what you are doing, when you do it. Stop the fears and scattered focus by concentrating on the task right in front of you, at that very moment.

• Realize You Can Only Control The Controllable. Successful people are aware of the things they can control. They focus on those, and let go of the rest. Trying to affect uncontrollable factors is an exercise in frustration, and a set-up to failure. Winners narrow their efforts only to what will help them win.

Focus on Process, Not Product. Achievers want to succeed big, but they keep their eye on the journey, not the goal. Having objectives is helpful, but when you execute, stay focused on the process that will get you to the winner's circle. Failed performers focus on the prize while they compete, and they lose. If you take care of the process, you will automatically achieve a natural outcome of success.

Stay Relaxed Mentally And Physically. Relaxation is one of the strongest keys to unlocking the doors to the peak performance zone. You can't reach your performance potential while you are straining and bound up with frustration and tension. Enjoy yourself and get into the exciting flow of the moment. Be playful and allow yourself to trust the process.

Go for the gold…… with top selling techniques

•  Always Sell to PeopleThis may seem obvious, but it cannot be emphasized enough: You are not selling to an organization or to a conglomerate, but to actual, real people. It is important to remember that all people are different, so you cannot sell the same way to everyone. Second, no two sales are the same, even if they are made to the same company under similar circumstances.To become a good salesperson, it isn't enough to know how to sell. You must aim to become a people expert. It may sound shocking, but the best professional salespeople actually like people!• Remember, people buy from people - they always will.

• You Have To Sell YourselfJust as you are selling to people, you must also remember that you are not only selling and representing a product or service, but you are in effect selling yourself. When beginning a sales relationship, it is important to remember a few key aspects to representing yourself well.First, be interesting. If potential customers are bored by you, they have less of a chance of being enthralled by any product or service you are representing.Develop intellect. Of course, you are an intelligent person, but can you converse in an intelligent manner? Can you discuss related subjects with thoughtfulness and hold your clients' interest?Never be arrogant - never talk up or down to your potential clients. It's rude and will serve only to alienate them. Respect the buyer, and they will respect you.Along the same lines, develop your empathy levels. If you can relate to your customers' situations authentically, it helps to build rapport. Finally, control your ego levels. A good salesperson is patient and respectful, not an egomaniac.

• You Must Ask Questions and You Must Also Listen To Understand

A good salesperson knows what questions to ask, and when. Develop your questioning techniques, always remembering the traditional rules of questioning:What? Where? When? Which? Why? Who? And, how?Continually test your understanding of the situation by asking questions and verifying that everybody's on the right track. Also remember that God has given us two ears and one mouth; we should use them in that order! Successful sales professionals talk for 20 percent of the time and listen for 80 percent of the time. It's crucial for new salespeople to develop their active-listening Skills.

• Features Must Be Linked to BenefitsIt's a standard sales component, but the features-and-benefits connection bears repeating and reminding: Features are common, but benefits are personal and specific. When describing the product or service you are selling, use "link phrases" when outlining the benefits of the features you are showing. Say, "Such and such is a feature of this service, which means that . . .' Remember to be specific.

• Sell the Results - Paint a PictureYou want the outcome for your prospect to be rosy, but you need to convey that. Discover your prospect's "prime desires," and personalize the benefits to him or her. Describe the end results of the transaction and how it will improve the life of your prospect.

• You Cannot Rely On LogicEmotion drives 84 percent of all buying decisions, not logic. What are the chief buying emotions? They include ego, security, and pride of ownership, greed, health, prestige, status, ambition, and fear of loss. Be well aware of these emotions as you approach, engage and deal with your customers.

• Selective Product Knowledge Is the KeyA good salesperson realizes that buyers buy solutions and results; they do not buy products or services. Know the specific aspects of your product or service that will create your client's desired result

• Aim To Be UniqueEvery business, every company, every product has something that is unique, and this is what you need to stress. Look outside the square, and identify the uniqueness of your product, your service, your company - and yourself. Learn to create real value propositions, that pass the "so what" test

•  Don't Sell on PriceSelling on price is simply a cop out. You must value your expertise, your products and your services, and price accordingly. Always keep the bottom line firmly in your mind.Remember, anyone can give business away. Selling merely on price means we do not need sales people! Just because we are selling in tough economic times, doesn't mean dropping your pants at every request to do so.

• Be Professional at All TimesThe greatest compliment a customer can pay you is to describe you as "professional." Don't worry about being liked - be respected. Customers do not buy from you because they like you, but rather because they are prepared to trust you.Being professional is not one thing, it is three: It is what you do, what you say, and how you present yourself.

Selling is the most wonderful, satisfying and fulfilling career in the world - but only if you are selling successfully.

Winning begins in your mind. Start winning right now.

Someone has to be the best - why not you?