The WIN Way to Win More Sales Effortlessly

Interview any sales experts and they will tell you that although they work hard, their sales are all won effortlessly.  They encounter few objections from their clients, they hardly prospect, and repeat business is as regular as breathing. Although they too have sales targets to hit, they do not need to struggle to achieve them.  Such sales achievers have achieved what we called Mindful Sales.

Mindful Sales is simply being mindful of what is the most important thing that matters to the prospect now.  It is not about the past, nor is it about the future.  It is about the present, the WIN - What's Important Now - to the prospect.  

To be mindful you need to Take Out the Trash.  The trash is anything in your mind that keeps you away from the only thing that matters - this moment, here and now. When you truly are in the here and now, you will be amazed at what you can do and how well you do it.  

The opposite of Effortless Sales is Stressful Sales.  Author of 'The Power of Now' Eckart Tolle says, "Stress is caused by being 'here' but wanting to be 'there', or being in the present but wanting to be in the future.  It is a split that tears you apart inside.  Indeed many salespeople are doing stressful sales, for when they are in front of a prospect, their mind is never with the prospect.  Instead their minds are thinking about how to close the prospect, how to make him say yes quickly, how to not mention any weakness the product has, and how to make time for the next appointment.  Stressful Salespeople often end up not achieving any sales at all, but they are very busy making proposals.  We called such salespeople Quotespeople. 

There are 5 ways you can use WIN - What's Important Now - in your sales:

1. Always listen to what the prospect has to say, never interrupt.  Do active listening, not evaluative listening, where you listen to respond
2. Listen beyond the content of what is spoken, Listen to the Context of what is uttered.  Like listen between the lines, watch out for the change in tonality, pace, pitch, volume and quality of speech.  For example, a slowdown in speech indicates thinking, while a higher pitch signifies anxiety
3. Ask Questions that Probe into the Prospect's situation.  Do not take anything for granted. 
4. Assume Nothing. If you want to have some assumptions so that you don't start from scratch, verify your assumption
5. Being Aware and Remember that Awareness.  It is a way to control our wandering mind.  Being aware is beyond noting and knowing. Awareness is about being conscious, having knowledge of something, being vigilant, bearing in mind, being alert and ultimately being present. 

In short, the WIN Way is simply to BE HERE and NOW.  That's the way to win more sales effortlessly.  Try this!

By Andy Ng, Sales Coach of Asia Trainers, details of sales courses including Limitless Selling, Selling Ice to the Eskimos, Winning Sales Process and Winning Sales Strategies, are at here.  Related sales articles:

1. Use your Eyes to get people to Agree with You Instantly
2. Sales Training must cover these 5 topics
3. Salespeople, not the Market, is the Problem
4. 18 Ways to Increase your Customer's Average Spending
5. Outsell your Competition with 7 Successful Selling Strategies
6. Don't Frighten people with your Ambition
7. No wonder it's either Samsung or Apple: the 22 Immutable Laws of Marketing