17 Highly-Guarded Strategies to Close Every Sale – Strategy #9: An Offensive Mindset Versus a Defensive Mindset (1 of 2)

When you enter the sales arena, you must have an offensive mindset knowing that you’re going to win the game. You have to be confident in your abilities to close the sale and open the relationship. Your potential business client will take notice of your offensive mindset the minute you enter the room. It will be evident that you believe in yourself and your business so much that you do not waiver when answering their questions or handling their objections.

Too many people in the sales process are worried about everything when they enter the room – “Will the client think my product is too expensive? Are they going to hate my presentation?” Stop it! Lose that mindset. If you’re questioning the value of what you are selling and you have to constantly defend it, then stop selling it. You have to fully believe in what you sell. That’s why I can sell personal self-development, I love it and I believe in it. It’s my product, and I use it daily.

Allowing yourself to become defensive when faced with objections, questions, or concerns in the sales process will decrease the likelihood that you will close the sale or open a relationship. You should embrace questions and concerns. Think about the last big investment that you made. Did you have questions and concerns? Of course, you did. It would be foolish not to ask questions or raise objections about a product or service that you are going to invest your money in. If you expect the questions and handle them with an offensive mindset, then your potential client will acknowledge that and feel comfortable doing business with you.

HOW TO FINALLY TURN RESOLUTIONS INTO NEW YEAR’S RESULTS REVEALED

Are you tired of making all of those New Year’s resolutions, and then breaking them on January 2nd? Are you ready to learn how to finally turn your New Year’s resolutions into New Year’s results? The key word here is “new”, because you want to create “new” results. You must analyze your old year that has passed and your future, which means do not think “re-run/replay” instead think about forging forward into the New Year. In order to create “New Year” results, you must decide to analyze, develop and implement.

Spend about 60 minutes of uninterrupted time analyzing the last 12 months of your life. Examine exactly what you did over the last 365 days to create the results that you have now. Don’t worry about these results and don’t complain about them either. Simply analyze them and understand that you are exactly where you are today because of your actions over the past year. That’s right, your actions created your results in 2004. Your actions turned into your decisions that produced the results that your are experiencing.

Now, are you satisfied with your results in from last year? If not, then how do you turn your New Year’s resolutions into results? You must implement NEW action steps. New actions steps will create new decisions that will produce your new results. Analyze what you did every day to develop these new action steps. Look at your business. How large is your business? Have you prospected enough? Have you attended enough seminars? Have you invested enough money into personal self development? Are you a member of the motivational club? Have you taken advantage of all that’s available for you to produce the results that you want?

If you are not happy with your results from last year, then just imagine where you will be at the end of this year if you continue to take the same actions and make the same decisions. It doesn’t matter what kind of resolutions you make if you don’t develop NEW daily action steps.

I challenge you to forget about those New Year’s Resolutions; instead, analyze last year’s results then develop and implement New Daily Actions that will lead to New Decisions and produce New Results for your New Year!