Let’s set the scene. You are in a bar (or a workshop!) and the good-looking person is over there.

So, choose which of the people below that most describes you.

Person A. Things run through your head: they won’t want to talk to me, they are too busy, I’m not quite right for them, I don’t want to disturb them, I don’t want to pester them, now isn’t the right time to approach them.

Person B. See all that person A does plus thinks – I’ll be brave, when the friend is nearby and if I feel its right I’ll casually give the friend my number to give to her.

Person C. There’s the hot person, I’m going to hang around where the hot person is. I’m going to be accessible and available. If there’s then an opportunity that arises naturally I can grab it. If not, I’m making an opportunity to strike up a meaningful conversation.

Person D. There’s the hot person, I’m going in!

Sound familiar to sales? Let’s set the scene. You are at an event and the ‘target’ client is over there.

Sales person A. Things run through your head: they won’t want to talk to me, they are too busy, I’m not quite right for them, I don’t want to disturb them, I don’t want to pester them, now isn’t the right time to approach them. No one likes to be approached.

(CK input: limited belief that everyone else is the same as you).

Sales person B. See all that person A does plus thinks – I’ll be brave, If I feel it’s right  I will leave my card. (CK input: the intention of ‘I’ll just leave a card’ will give a high probability in ‘just leaving a card’)

Sales person C. There’s the hot target prospect, I’m right or them, they are right for me. I’m going to hang around where the hot prospect is. I’m going to be accessible and available. If there’s then an opportunity that arises naturally I can grab it. If not, I’m making an opportunity to strike up a meaningful conversation.

Person D. There’s the hot prospect, I’m going in!

So, a few observations here.

1.    Your limited belief is what will make you or crush you. If you know your solution will benefit them then your ‘state’ will be in one of 100% congruency, positive, ‘can do’, and what follows your thinking is your behaviour – so your body language and what you say and how you say it.

2.    Know your target clients, know their names and have an opener ready. It’s better to be prepared and not have an opportunity then have an opportunity and not be prepared.

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Charmaine Keegan
Charmaine Keegan - Director, Keynote Speaker and Founder of Smarter Selling - is a world leading expert in training high performance sales teams. Charmaine has trained over 8,000 sales professionals empowering them with the confidence to embrace selling with integrity and authenticity to deliver immediate revenue growth. She believes sales is comprised of four fundamental elements - good communication, exceptional customer service skills, personal accountability and a commercial mindset. She is passionate about selling and even more so, empowering others to sell. Smarter Selling training programs set sales teams up for lasting success with simple to execute, contemporary and proven sales methodologies. They are developed and trademarked by Charmaine. They evolve as communication evolves.   Her speaking engagements and workshops are renowned for being engaging, fun, interactive and highly practical. She makes it easy for you to sell and your customer to buy. She is a Certified Trainer of NLP (how we operate), Hypnotherapy (unconscious communication) and Timeline Therapy (recognising your baggage and the baggage/beliefs of your customer). She has studied the psychology of human behaviour and is considered an expert on sales techniques. Her career spans 29 years of high performing sales experience. She has ‘walked the walk‘ so the workshops are highly practical and focused on results. Training created by a sales expert for sales people.