The opening, “in the context of a sale, should precede all action.” Whether you are selling airplanes or bubble gum, the first thing that needs to be open is you, your mind! That includes your mind, your thoughts, your words, your ears and eyes.  Imagine that you are craving some fresh peaches in a jar, and you are trying to twist the top off, once you get it off, you can enjoy a nice dessert. You have to open it, to get to the peaches; you only close it once you have gotten your fill, or your share. Sometimes you can eat the whole jar. You can come back for seconds and thirds. Your mind, heart and your senses must be aware and open to attract what you want to achieve. People tend to do what you do. When you smile at someone and they smile at you; you reach out to shake someone’s hand and they do like wise; you give a generous and sincere compliment and people light up with joy. Do you know what you are doing? You are turning on the lights! Yes!  You are turning on lights or opening people up. The only way to do this effectively is to have an open mind. If you are being disingenuous or flattering, it will be detected and the lights will go out or dim. Or they may even close the door to you. Selling must be approached in the same way; but what you are trying to open are people, hearts and minds! Remember that, you are dealing with people with feeling, and all the sense that you have. To be open is to be full of life and vigor. People call this, “enthusiasm” and rightly so! I have never seen, heard of, or have read of anyone who is “closed minded,” have great enthusiasm. It’s just not in the cards! To be open means to be aware of others, and what they want. You’re being open and listening to “their” opening, will provide a solution, which may very well be your product or service.

The Attitude Factor

Without the proper or should I say, “right attitude,” nothing of significance will be achieved. Those who are the most successful selling have the right attitude about what they do. When you prospect, that prospect often looks for personalities or styles that they like. People like to see themselves or see some of themselves in others. Now, I may speak fast, and Carmen may smile with an enchantment, however, the attitude behind whatever you do, or whatever your qualities are, will open or close doors before you come near them. Dr. Karl Menninger said, “Attitudes are more important than facts.” do you approach your prospect with the attitude, "I will do whatever it takes to open the door?" Do you tell yourself that you will be a great service person to this prospect and every prospect you meet, whether they purchase on the first attempt or not? Do you tell yourself that the experience that you are about to embark upon will be a rewarding, learning, and wonderful experience for both, you and the prospect?  Do you tell yourself that, “Life is 10 percent of what happen to me and 90 percent of how I respond to it?” If you do these things, you will increase your level of enthusiasm, belief, and your sincerity will be appreciated and felt.  You will never sell every prospect; that is not the purpose of the “opening.”  The purpose of “The Opening,” is to build relationships, build a pipeline of communication that will lead to referrals and repeat opportunities. The first time sale is great and always makes you feel on top of the world, but the foundation for future success is what carries you through the tough times. It is a win-win situation, but, “only if you make it one!

Patience

You must learn to be patient. A quiet, calm and patient person will always find a way to succeed, provided that they take action, and have a definite purpose in mind and heart. My mentor in sales told me, “you have to be calm and cool and have the ability to listen. If you are not calm and patient you will miss a golden opportunity, often by talking yourself out of a sale.” He also told me, “Tamir, you have to be clear, concise and honest when dealing with people. You have to learn to remain patient and calm when selling your product or service.  People will feel at ease with you because people mirror what they see.” Now, you can talk and laugh when you feel it; (Be natural and non-pretentious) let your prospect know that you are listening, and that you are in tune to what they are expressing. You will have a greater chance at succeeding because people open up to those who care about their needs.

In short, by allowing your self to be open, patient and by having the right attitude, you will have opened the door to Your Dynamic Selling Success!

For nearly 23 years, Tamir Qadree has focused on assisting others, from all walks of life to realize their intrinsic value , self-worth, inner peace and well-being. He has two books published, The Reclining Master Awaken, and Clear Vision, Your Road to Riches, he is also co-author of the Best Selling, Wake Up Live The Life You Love with Robert Allen, Mark Victor Hansen and Wayne Dyer in the area of personal development. Tamir has conducted and co-hosted over 75 conference calls in the area of sales, network marketing, personal development and leadership training to nationwide audiences over the past 3 years. He has received many top honors in sales and sales training. Simply put, Tamir Qadree is a master producer of Dynamic Results. His web address is: http://www.esteemnow.com and you can contact him at tamir@esteemnow.com
 

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