HIGH PERFORMERS VS LOW PERFORMERS
by Yvonne | May 17, 2023 | Business
Biggest difference I see between High Performers and Low Performers, is their "Mindset".
When I work with high performers and ask them what are they thinking when they're going into a sale. They're assuming a "Yes" and they're planning for a "No". And what happens for Low Performers, a bit of the opposite actually. They're expecting a "No" and they're not prepared for a "Yes". Now why does that matter?
Well, if you're a High Performer and you're planning for a "Yes". It doesn't mean that you don't do the research. You're sloppy with your approach. In fact, you're very well researched and you've got a good plan ahead of you as to what you're going to do to get the sale. But you're expecting a "Yes" because you believe in your product. You believe in yourself. And you know that we're just going through the process to get a good outcome. But they're planning for a "No" and that's where the objections come in play and they're prepared for that as well.
But for Underperformers, they're mentally not ready for a "Yes", they're expecting a "No".
And guess what happens, I know. And when they do get a "Yes", I've heard so many times the salesperson go "Oh you're wanting to say yes" and then they lose the sale. And it just shows that they're not prepared.
So whether you're new in the game of selling, start visualizing that "Yes, you know your products".
You believe in yourself and see that "Yes". Hear that "Yes" even if you haven't had it. Because as soon as you get that first "Yes", everything changes.
But act as if it's already happening rather than waiting for it. And it will absolutely change how you approach your sales. How you approach your customers. And more importantly, how you respond when they give you your answer.
Many thanks
Yvonne
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