A sale is made in every business interaction – either you sold your client on your idea and got the deal, or they sold you on their excuses and no deal was done.
A sale is defined by Brian Tracy in The Psychology of Selling as “a transfer of enthusiasm.” The best sales training I have received agreed, and added that “sales is a battle of wills.”
Battle is a strong word, although sometimes the sales process can feel like one. Perhaps a game of chess is a less violent, though still effective, visual of the confrontation involved in sales. In sales as in chess, the confrontation is undeniable, even when the process is friendly. This month’s focus is the power of YOUR will.