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Study Sales Success
November 15, 2012 by 2 Comments
By Michael Simpson
From the book 29i – 29 Ingredients For Sales Success
“The elevator to success is out of order. You’ll have to use
the stairs…one step at a time.”
JOE GIRARD
Major studies in the last three decades have increased our understanding of the mind and our psyche. During this time, I have studied sales professionals who have achieved great success, seeking to understand their thoughts, beliefs, strategies, and so on.
I ultimately discovered that lasting success comes from what goes on inside of you. Specifically your beliefs, your thinking patterns, and attitudes that make up your psyche. This is what makes 29i so important even beyond your sales career. You see, your profession and your personal life merge because these essential ingredients become part of you and your appearance to everyone in your life.
When you study and master all 29 ingredients, and they become a permanent part of your psyche, you will gain a higher level of emotional intelligence. You now have the capacity to understand and empathize with others. Your business and personal life becomes more enjoyable, and your happiness creates the success you desire.
Success does not create happiness; happiness creates success.
The willingness to examine yourself, learn, and change are the three main components when you decide to go for great success. I have mentioned all of these throughout this book. The key to success is to take what you have learned in this book and put it into action. There are 29 ingredients in this book that you need to study and master so take it one step at a time. If you are not careful, this could feel a bit overwhelming to you.
“Success will not lower its standard to us. We must raise our standard to success.” – Rev. Randall R. Mcbride, Jr.
What is Sales Psyche?
May 21, 2012 by 7 Comments
By Michael Simpson
Author – 29i-29 Ingredients For Sales Success
29ingredients.com
My book, 29i, focuses on mastering your sales psyche so what exactly does this mean? Your psyche is what drives your behavior and creates your personality. Your psyche contains ingredients that you have acquired over years of learning and discovering who you are. In psychoanalysis and other forms of depth psychology, the psyche (pronounced \ˈsī-kē\) refers to the forces in an individual that influence thought, behavior and personality. The word is borrowed from ancient Greek and refers to the concept of the self, encompassing the modern ideas of soul, self, and mind. The Greeks believed that the soul or “psyche” was responsible for all behavior. Who you are and how others see you are all part of your psyche and this psyche is the root of all happiness, health, abundance and success. The ingredients that make up “you” are projected out to the universe, and in return, you receive what it is that you think about most. This is called “The Law of Attraction” and your psyche is the base from which this law operates. Change your psyche – change your results! Master your sales psyche – master the sales profession!
A very important aspect that is neccessary for this to work is change. Throw out he old and bring in the new!
“Our dilemma is that we hate change and love it at the same time; what we really want is for things to remain the same but get better” – Sydney J. Harris
Get 29 Ingredient For Sales Success today and learn how to be a real sales prfessional!
Can You Change?
April 30, 2012 by 5 Comments
By Michael Simpson
Author – 29i – 29 Ingredients For Sales Success
Change is not easy. You must be willing to surrender what you are for what you could become.
I have learned that change is something that everyone wants but it is sometimes the most difficult process for humans to initiate. Some fear change, while others, like me, believe that we should always be changing to adapt to our environments. People who are comfortable in their environments will fight change even though it is beneficial to all others around them. Strong individual egos will deflect change with the belief that their behavior is the way everyone else should be. The fact is, we live in a world of change and if you plan to use this book and it’s ingredients to master your sales success, you must realize that change is a critical requirement to your growth and ultimate mastery of your sales psyche.
The type of change that I encourage revolves around your current behavior and analysis of the ingredients that make up that behavior. You then apply proven techniques and knowledge that modify the deficient ingredients to better align with your psyche. I call this Behavioral Ingredient Modification (BIM). BIM requires you to use your thoughts to create your current psyche, drawing from your experience and knowledge. All that you are right now is a result of your thoughts and this is what makes up your ingredients. You can see how this is more than just a procedural sales process – it’s about you!
The changes outlined in 29i are very important if you hope to achieve sales excellence. It is my belief that if you keep doing the same things and keep thinking the same way, you will keep getting the same results. I see this happening all the time. People want change but don’t want to do what it takes to make it happen. Let go of your vision of what you think you are and see yourself for what you will become.
Change is often at the center of my work, and because it is one of the biggest obstacles, I’ve made it a point to study and understand the science of change. This is what I have learned about change:
- People don’t resist change; they resist being changed.
- People often fear change and how it will affect them.
- Change is constant; it is often something we might not want.
- We become increasingly effective when we accept change and implement it into our sales career and life.
- Change almost always will make things better.
So why do people resist change even if it will make things better?
Fear!
Fear is the main reason for resistance to change. Fear creates paralysis and psychological discomfort. People fear that the new way might not work or that they will not be as successful following the change. Some even fear that it will mean having to change too much too quickly without the proper knowledge. You see, people don’t want to take steps backwards. If they think that the change will make them less effective, they won’t want to give it 100%.
A large number of sales professionals I have consulted feel very comfortable with their current psyche. When you get too comfortable, you might be reluctant to give that up. You may not perceive the need to change because it’s impossible to see the future and it is hard to justify change when there is no evident crisis. This lack of crisis often comes from limiting beliefs or lack of vision for a greater understanding of your psyche. Since this book is about change, it is important to recognize that change, whether it is one ingredient or ten ingredients, means you have a strong vision of improvement as a sales professional.
Any resistance to change will come from you and not the people around you. It is your limiting beliefs that will make you feel the fear and reluctance to move out of your comfort zone. Challenge this fear and know that everything good that was ever accomplished involved change. Fear is an inhibitor, an anchor that needs to be released. Get rid of fear of change!
Many sales professionals have missed great opportunities because they cannot accept change. Don’t let this happen to you. Your acceptance of change will lead you to mastering your ingredients and lead you to greatness.
Change is good
So, now that fear is gone and you accept the fact that change is exactly why you are reading this book, we need to get down to business and apply multiple ingredients to facilitate the changes you require. You must have vision and understand that the rewards will come by having a new and improved psyche. You will see how easy it is to realize your vision and goals by adapting your behavior to your mission. You must have high expectations that change will absolutely make things better and help you craft your future effectively.
To paint a picture and develop a clear vision you must apply logic to the proposed changes. If you need more knowledge, seek it out and develop a deep understanding of the change that will occur. This will give you the confidence that you are making the right choice and create a positive atmosphere of change.
The secret to change is the ability to look at it as a positive event and understand that you are modifying your behavior to create a more positive outcome. When you apply Behavioral Ingredient Modification to your current behavior and analyze and understand the ingredients that make up your psyche, you can then apply proven techniques and knowledge to modify the deficient ingredients to better align with your desired psyche.
Mastering Your Sales Psyche is about Change and how to integrate the essential ingredients with your personality. Take the first step….Read 29i
29i Kindle version released
April 21, 2012 by 3 Comments
29i – Mastering Your Sales Psyche has been officially released for the Kndle eBook reader. Check out www.29ingredients .com or download at: http://amzn.to/pTJLQf
Coming Soon to Nook, iBook and Sony e-reader!
Why I Like Sales Objections!
February 17, 2012 by 5 Comments
By Michael Simpson
29i – Mastering Your Sales Psyche
2-17-2012
While handling sales objections may sound like a difficult part of selling, most successful salespeople including myself actually welcome and even encourage it as part of the selling process. Why? Because it is an indication the prospect is paying attention to the presentation and may even have an interest in the product if the objection can be effectively addressed.
Objections are a requirement to a successful sales day. In fact, without them, you’re likely not engaging your prospects and customers. It’s the introduction of an objection that can spark a flow of information that can help you further qualify a sales opportunity and better understand the needs and current environment of your prospects. For this reason, you should work to embrace and understand the true objections you might be facing.
To overcome objections, sales professionals must make sure they clearly understand the prospect’s concern. Sometimes prospects say one thing that appears to be an objection to the product but, in fact, they have another issue that is preventing them from agreeing to a purchase. Understanding the true objection(s) will help you get one step closer to where you need to be – whether it’s to the next stage with your current prospect or investing your time elsewhere. Sales professionals are rarely able to make the sale unless this resistance is overcome.
When individuals or companies have an objection to making a purchase, it’s one or even a combination of the following eight reasons. Review them… know them, and when you’ve hit a wall, check your situation against them and make adjustments to align yourself with the sale.
- lack of perceived value in the product or service
- lack of perceived urgency in purchasing the offering
- perception of inferiority to a competitor or other offering
- internal political issue between parties/departments
- lack of funds to purchase the offering
- personal issue with the decision maker(s)
- initiative with an external party
- “it’s safer to do nothing” perception
Selling is rejection intensive. It is absolutely critical to understand and learn to appreciate that a larger percent of potential new customers will reject you and your offering more than accept it. Selling is a numbers game and unfortunately to be successful at it you have to learn that customer rejection is not personal and “no’s” can be as valuable as “yes’s”!
Michael Simpson is the Author of 29i – Mastering Your Sales Psyche and a national speaker and sales trainer. Learn more online at www.michaelssimpson.com.
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