Sales trust is something one earns and is certainly required in order to make a sale. Without trust, there is no rapport or connectivity. Sales and sales results are based on trust. Securing trust should be your first objective in the sales process.

How do you secure trust in your sales approach today?

Do you talk about yourself; your products and services; and your company?
Do you look around for something of interest to the prospect, such as a golf trophy on the office shelf? Do you offer a firm handshake?

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Do you believe we are in a recession? Do you believe the recession may have a positive or a negative impact on you, your sales or your organization? Do you believe the recession could destroy you or do you believe you will survive the recession? Do you believe there are gloomier or brighter days ahead?

The answers to these questions will determine the sales results you achieve.

Why?

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Nonsense! Sales people and business owners beware! Do not become a product of this negative environment. Be careful what you allow to influence you, as you do have a choice.

Are you fed up with all the negative talk in the media? Have they had an influence on your thoughts already?

We keep hearing about:

‘The global economic meltdown’ – ‘Jobs axed’ – ‘World growth shrinking’ – ‘Business defunct’ – ‘Continuous losses’ – ‘Debts mounting’ – ‘Sectors declining’ – ‘Cutting costs and staff’ – ‘Recession deepens’ – ‘Crisis to worsen’ – ‘Filing for bankruptcy’ – ‘The credit crunch’ – ‘Further bailout required’

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Positive thinking during down times is not only possible, it is mandatory, and more so now than ever before!

What you think about is what you attract into your life. Negative thoughts attract certain conditions in your life, as does positive thinking. You have the ability to make any thought a reality. Mix those thoughts with emotion and they have an even greater impact on becoming reality.

You have to be more aware of your thoughts – are they negative or positive? Are they helping you go where you want to go or be what you want to be? Or are your thoughts a hindrance and prevent you from achieving your goals?

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