Strategy #9: An Offensive Mindset Versus
a Defensive Mindset
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 up a long-term 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, small business marketing strategies, and strategic business coaching. I love it and believe in it. It’s my product, and I will use it daily for the rest of my life.
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.
There are many people that I meet at seminars, but many of them never "do business" with me that particular day. I don’t huff and puff about their decision not to invest in my products and services. That’s fine, because I believe in creating long-term relationships. I believe in the near future, they will invest in one of my product or services. Maybe they become a member of the Lifestyle Freedom Club, attend an event, engage me as their strategic business coach, or hire me to do a motivational, marketing seminar for their company. I handled that initial rejection of my products and services appropriately and welcomed them to tie into my emails, tele-classes, etc., which led to their investment at a later date. Creating long-term relationships despite not closing that initial sale is a huge part of maintaining an offensive mindset.
What if I would have responded with a defensive mindset? “I don’t need their money anyway. I would rather keep my products, because they aren’t going to use them.” The chances of that person tying into my company resources and investing at a later date just flew out the door. Who wants to do business with someone that gets so defensive over another person’s decision not to do business at that time? More importantly, why would that person refer you to anyone else that is looking for the product/service that you have to offer with an attitude like that? For most people, it’s easy to get hot under the collar when a buyer is talking bad about a business that you believe in, but always remember the importance of opening those relationships.
You can remain strong in your convictions about your business without completely ruining the sale. Just focus on the question or concern and address it with the reasons that you stand behind your product. You can even say something like, “That’s an excellent question.” If they say that it costs too much, then simply respond, “I see you’re concerned about value.” Strive to satisfy their questions with your belief. Remember, if you don’t believe in what you are selling, then stop trying to sell it to others.
Strategy #9 Champion Tip: Maintain an offensive mindset that’s full of energy, excitement, focus and strength. When questions arise, get excited. Stand behind your business product/services and allow your belief to drive you to handle all questions and concerns.