Sales Tips >> Browse Articles >> Client Relationships
10 Keys to Shifting Your Sales Mindset
Featured Author:
Ari Galper
Ari Galper is the creator of Unlock The Game™, a new sales mindset that overturns the notion of selling as we know it today.
With a Masters Degree in Instructional Design and over a decade of experience creating breakthrough sales strategies for global companies such as UPS and QUALCOMM, Ari discovered the missing link that people who sell have been seeking for years.
His profound discovery of shifting one’s mindset to a place of complete integrity, based on new words and phrases grounded in sincerity, has earned him distinction as the world’s leading authority on how to build trust in the world of selling.
Ari’s deep understanding of human communication and how it can be maximized in the sales process has lead him to discover the solution to the most dreaded selling experience of all: cold calling.
He has completely redefined how to connect with people over the phone. In his corporate training sessions, Ari demonstrates his mindset by calling new prospects in front of live audiences.
More articles from this author:
Ari Galper
1. Shift your mindset away from ‘making the sale’ towards whether the fit exists or not. Look for what the other person is thinking and whether there is actually a real possibility of a fit. Do not assume they should buy what you have. Aim to connect, not force or persuade.
2. Be a helper not a “pitcher”. Help your prospect solve their problem, instead of referring to your features and benefits – this centers the conversation on the other person.
3. Focus on the beginning – not the end. Be sensitive to the early interaction with your prospect – keep your mindset stay in the present moment and avoid pushing forward (where you want to go – which you can only guess at best).
4. Avoid chasing prospects – behave with dignity. Create a pressure-free atmosphere – set a tone of equality and mutual respect – strive to be regarded as a helpful human being instead of a typical sales person.
5. Connect with your prospects rather than work through a list. Focus on how to make a true connection with each prospect – this naturally helps build trust – think about and discuss their issues, not yours.
6. Creating trust with your prospect is your primary goal – not making the sale. Creating genuine trust is the essence of building real relationships—real relationships turn into more sales.
7. Diffuse any pressure that you sense in the sales process. By diffusing the tension and pressure in the sales process between you and your prospects, you bring both of you closer to an honest and truthful conversation.
8. Change your languaging away from ‘sales speak’ to natural languaging that connects with people. By using phrases like ‘would you be open to’ instead of ‘would you be interested in’, you immediately set yourself apart as someone who is patient, open minded and willing to listen.
9. Understand your prospect’s problems deeply so that they feel ‘understood’ by you. By having a deep understanding of the problems that your prospects experience everyday, the easier it will be for you to really feel that you know and care about their situation.
10. Use the Unlock The Game Mindset – both in your business and personal life because relationships are the same in both worlds. By also applying these principles in your personal life, with people you care about, you’ll begin to see a deeper trust being built that can strengthen your relationships for the long term.
