My notes and comments from the book "The Inner Game of Selling" by Ron Willingham
There are 3 parts to our psyche that controls why we do what we do:
"I Am" - beliefs and values, self talk about your abilities (creative unconscious)
"I Think" - logical reasoning and goal setting (intellect)
"I Feel" - Influenced by the first two that triggers emotions
What do you believe?
Weak position:
"I believe that selling is doing or saying anything I have to do or say to convince someone to buy from me"
Strong position:
"I believe selling is a process of identifying and filling people's needs and creating value for them above what they pay me."
Process
Keep cards of clients with special occasions
Spend 2 hours a day to write notes to clients on their special days
Look for events and achievements they were involved in, and send them a congratulations
Call to see how clients are
Spend time with clients
When getting a referral, send flowers/gifts ??
Invite 6 people to lunch 5 days a week for the sole purpose for them to meet.
Send books, articles and referals to people he met
Law of Reciprocity
Definition of selling
1. Ask "Who might have a need, want, problem, or challenge I can help fill, satisfy, or solve?"
2. Approach people with the intent of first gaining trust and rapport with them
3. After gaining trust and rapport ask questions to determine whether they have needs you can help them fill
4. Your offering should help them reach their individual goals
5. After they understand your product, draw them out and make sure they are a fit
6. Negotiation is a process of seeing things their way and working out problems that keep people from buying when they want to buy
7. Closing is a step they take because of the benefits they'll enjoy
Beliefs
Your beliefs has a great impact on your ability to sell. Without a greater sense of belonging and significance, negative thoughts can consume you.
Boundaries
