Fri, 3 April 2020
How To Become A Warrior Seller During The Coronavirus Outbreak
The world has been taken aback by the coronavirus pandemic. Businesses, regardless of industry, have been affected. As a salesperson, how do you become a warrior during the coronavirus outbreak? Jason Forrest works for a company called FPG which stands for Forrest Performance Group and one of their programs is Warrior Selling.
There are four different levels of a sales professional. The first level is the follower. They give all the permission to the customer. The customer dictates what to do, how to act, and tells the salesperson when they’re going to buy. The next level is the helper, who has the sole intention of helping people and serving their customers. Leader is the third level. They are the people you follow to a place you wouldn’t go on your own. The last level is the warrior. The warriors are advocates for the product and service they sell. This salesperson believes, supports, and advocates for their products and services. In addition to that, the warriors protect their customers’ best interest.
In today’s market, we need more warriors to protect the customers and the organization. People are afraid and the warriors help protect their customers from fear. Without leaders, fear can overcome customers and it can eventually kill the organization. Warriors know their customers so well they know what is needed. A warrior and con artist may have the same skill set but what sets apart the sales warrior is intention. They protect their customers through their service or product.
Knowing the warrior seller
A warrior has to get their messaging right for their customer and should be able to answer these questions:
Once they find the answer to those questions, they need to be able to share the message with the people they serve.
A warrior is defined by me as an advocate for their product and service they sell and at the same time, they're a protector of the customer's best interest. #SalesWarrior
Salespeople procrastinate for several reasons. The first is that they’re not clear about what they’re trying to accomplish. The second, is that they don’t know why they’re doing what they do.Their why has to be strong enough to get through tough days. The why has to be greater than the sacrifices they have to make to do the job of a salesperson. Third, once the why is discovered, a salesperson has to figure out how. The how includes your cross pattern strategy. What are you going to say to give them certainty and how do you want them to feel once they get off the phone with you? The last reason why people procrastinate is their “leash mentality,” the restriction in someone’s thoughts that keeps them from doing what needs to be done.
Remove your leash
A leash is like a dog collar in that it can prevent you from moving forward and can hold you back. The present mind is the best mind because it keeps you focused on the task at hand. In sports, trash talk occurs because it is a means for one player to distract another player. If done well, it can throw that player off their game. However, as a salesperson, the trash talk doesn’t come from other people but from inside their own head.
Jason came up with the concept of performance formula:
Kinds of Leashes
Jason addresses four types of leash mentalities in his book:
An example of the self-image leash is the perception the salesperson has of herself that she doesn’t know the right words to say to convince a prospect to buy. In order to remove this leash, you have to have the confidence that you will be able to convey to others why your product or service is valuable.
The story is anything external from us. It’s when you tell yourself that people are still waiting for things to settle down before they start buying and purchasing again. This is just a story, especially when there’s no evidence to support that claim.
Reluctance is a situational fear and it may come from not wanting to sound pushy and insensitive. The coronavirus outbreak will impact 2020 projections - it will either lower the sales forecast or be seen as an opportunity to steal market share from the competition. The truth is, if you’re not going to make any changes to get ahead of this, then it could lead to long-term challenges and impede the growth of your company. Taking action now can remove the ambiguous fear you may. It puts you back in control of your circumstances rather than passively being a victim. As long as you have the right intentions and you believe you’re offering help to your clients, people will know you’re there to help.
Jason defined the rule as anything you need to see, feel, or hear to give yourself permission to engage. However, most of the rules you set for yourself don’t make sense and can serve as roadblocks.
Jason’s program teaches the result matrix. Our results are achieved from what we’ve been taught by our parents, teachers, culture, and media. These elements drive our beliefs and behaviours, and it helps us achieve our results once we understand how these forces drive our actions and decisions.
“How To Become A Warrior Seller During The Coronavirus Outbreak” episode resources
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