Printwear

October '13

For the Business of Apparel Decorating

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Selling Smart by Jeffrey Gitomer |||| The Power of Sales Success It's 100 percent in your control E very salesperson wants to think of him or herself as powerful. But, if asked, would have no idea where Jeffrey Gitomer is the author of The Sales Bible, Customer Satisfaction their power actually comes from. Most salespeople is Worthless Customer Loyalty is Priceless, The Little Red Book of Selling, fail to understand their own power. The reason they don't is The Little Red Book of Sales Answers, The Little Black Book of Connecthat there is a heavy concentration on what cannot be contions, The Little Gold Book of YES! Attitude, The Little Green Book of Gettrolled or what is not being done. ting Your Way, The Little Platinum Book of Cha-Ching, The Little Teal Book This manifests itself in complaints about: price, unreof Trust, The Little Book of Leadership, and Social BOOM! His website, turned phone calls, bidding, loyalty to others, and other varwww.gitomer.com, will lead you to more information about training and ious excuses about why a sale does not take place and the seminars, or email him personally at salesman@gitomer.com. relationship isn't being built. As a salesperson, you have all the power in the world to make your own success happen. It's not market conditions; it's you're mental conditions. It's not customer conditions; it's your failure to perform in a powerful way. And it's certainly not the competition's conditions; it's your inability to prove value beyond doubt and risk. Let me share with you the powers that you do possess and how you might be able to use them and take advantage of them to build sales, build relationships, build referrals, earn testimonials, and achieve the sales success that you strive for. The power of a positive attitude. The way you dedicate yourself to the way you think creates the foundation for your entire life. Sales is part of your life and requires a positive attitude as a fundamental foundation to success. The power of daily attitude actions. These are actions that you take both in your favor and in the favor of others. They're not just positive; they're powerful. Attitude actions create sales actions. The power of belief. Belief in who you work for, what you're selling, your ability to differentiate yourself from your competitor, and belief in yourself creates the four cornerstones that enable your belief to be transferred to the customer. The power of self-confidence. The power of self-confidence comes from thinking about past wins and accomplishments. Those thoughts become your inner confidence builder and manifest themselves in the self-confident appearance. The power of thinking YES! The difference between thinking you can and thinking you cannot determines outcome and fate. KEY: Think yes to get yes. The power of keeping conversational control. Salespeople have very little idea about what it takes to keep control of the sales conversation. The answer is in one word: ask. When you ask, you're in control of the conversation. When the customer asks you, you have given up control. Control keeps you on the path to the sale. Want more control? Easy! Ask more questions. The power of preparation. Most salespeople make the fatal mistake of only preparing in terms of themselves, when, in fact, the customer only cares about him or herself. They want ideas, value, and answers—not your canned slide show. They want to know how they win. Why not spend twice as much time preparing in terms of the customer? Preparation determines outcome. 12 | Printwear PW_OCT13.indd 12 October 2013 9/17/13 9:10 AM

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