One way to increase your closing percentage is to just be happy. That's right, don't worry, be happy. I think that one of the reasons so many people seem to be unhappy is because they have confused happiness with pleasure.
So let's get one thing straight right now. There is a HUGE difference between happiness and pleasure, but here in the United States, most of us haven't figured that out. We live in such a materialistic country, that we have been indoctrinated into believing that if we don't have certain possessions, then we can't be happy. That message is replayed to us over and over and over again in advertisements and in the media. Of course those people want you to feel that way, otherwise you wouldn't need to purchase their products. Repeat this mantra over and over, happiness and pleasure are not the same thing, happiness and pleasure are not the same thing, happiness and pleasure are not the same thing.
Selling
Pleasure is a temporary state. Pleasure has to be constantly fed and is impossible to sustain for long periods at a time. Happiness only has be conjured up out of the blue and can last ad infinitum. I heard it said one time that happiness doesn't come from owning things, but instead, it comes from sharing things. For example, if you could name one thing that you think would make you happy, what would you wish for? Now imagine you received your wish, but you were on a deserted island with no one else around to enjoy it with, would you still be happy? I doubt it. When we buy a new car or a new boat or a new house, we can't wait to call our friends and family and show it off to them. That's because the joy is in sharing things.
What does this all have to with sales? Well, if you had a choice between spending time with someone who is happy and someone who is unhappy, who would you pick? Don't put your customers and prospects in a position where they have to make that same choice.
The steps to a sales are a lot like the steps to making friends. In fact, it's not a bad idea to try and befriend your prospects and customers before you try to sell them something, if you don't befriend them before you sell them something, at least do it after. Happy people make much better sales people than unhappy people, just like happy people make much better friends than unhappy people. And happiness is a personal choice. Every day that you wake up, you have the choice to be happy or to be miserable. Why would anyone choose not to be happy? Sure, during the course of the day, certain challenges are likely to rear their ugly head and if we are not careful, we could allow them to ruin our good mood. But as long as you've made up your mind ahead of time that you won't let little things bother you, you should be able to withstand the regular onslaught of day to day problems and challenges that your job and your life may throw your way. Remember, as Richard Carlson said in his book Don't Sweat the Small Stuff, "don't sweat the small stuff". Or as I like to say, don't sweat the petty things and don't pet the sweaty things.
And one more thing. If you are one of these people that like to say that you're not a morning person, in my humble opinion, that's just a cop out and a way to give yourself an easy excuse for being a grumpy person. If you can't wake up happy in the morning before anything has gone wrong, what chance have you got to be happy once your day has kicked off and things begin to go wrong? So make up your mind to wake up on the right side of the bed and make a conscious decision that you want to be happy and you will be happy. Your prospects and your customers will take notice and your sales will increase as a result.
Happy Selling
Hector Cadena has been a happy sales professional for over 25 years. Mr. Cadena is an advocate of chosing a career that you are passionate about, not a career that will make you alot of money. Because in the end, even if you make a lot of money, you will still be miserable. And chances are, if your are miserable in your career, you probably won't make a lot of money at it anyway.
Happy Selling.
[http://www.hectorcadena.com]
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