While there are a lot of techniques on how to increase customers' awareness, approach potential customers, present the product in the most appealing way, and close the sale, still something is missing...
What is not mentioned in sales books and seminars, is this "magic" ingredient that makes sales efforts successful and distinguishes them from failures. In fact, the factor that makes the difference, is merely human thought! What salespeople think before, after, and -most importantly- during the sales process is key to the outcomes they harvest in the end.
For instance, consider a sales representative talking to a potential customer, while at the same thinking: "I am going to fail", "I have little chances of success", "My product is not that good", "The customer is going to reject my proposal", "I am a failure!"... Is this professional conveying a message of confidence and enthusiasm to the client? Not at all! On the contrary, she is projecting feelings of anxiety, insecurity, and disappointment.
Now, if we take into account that most people are clever and intuitively understand what's going on in our mind, how do we expect the customer to buy our products, when ourselves doubt their benefits? And of course, how do we expect others to trust us, when we do not trust ourselves ...?
Therefore, to increase your sales success rates (number of closings divided by the number of efforts made), you should alter the way you think both about your products / services and yourself. So, what can you do?
No matter what business you are in (you may be a realtor, an insurance agent, a scientist that offers professional services etc.), during the sale you should FOCUS on how your customers are going to extract benefits from your products. Are your products or services going to make your clients' lives more practical, economical, pleasurable, and beautiful? How? Are your customers going to save or make any money as a result of their decision to buy from you? How? What amount exactly?
Hence, by focusing on what you are offering and the benefits of your products you may feel superior and also helpful to your customers. Provided that your products are of good quality and reasonably priced, success is the only logical outcome to expect!