The mindset of a salesperson...
- Scott James Purves
- Sep 13, 2022
- 1 min read
*Belief 1: Qualification*
Average salesperson:
"They've come back to my email and want to speak, I'm so excited!"
Top performer:
"I've got an email response but I'm not sure...they might just be tyre kickers. To make sure I'll call them and try to qualify them out."
*Belief 2: Cold calls*
Average salesperson:
"I'm clearly an interruption to busy people's days. I'll get this batch of calls over as quickly as possible. I hate this part of the job."
Top performer:
"I have something which could make a big difference to people & add a huge amount of value. I also get a buzz from getting the right person on the phone and love tweaking my approach."
*Belief 3: Questioning*
Average performer:
"I've been told I need to ask questions but they're a waste of time - I'll skim across them quickly and get to the juicy parts of my product"
Top performer:
"I need to make sure my questions reveal the truth of their situation & the implication of doing nothing.
Only then I'll be able to understand the depth of their issue and if I can help."
Comentarios