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Zig Ziglar once said that every sale has five basic hurdles: NO need, money, hurry, desire and trust.
It’s been said time and again that we are all actually in the business of sales. Every day we try to sell our products to our clients; our work to our bosses; ourselves to our most important relationships. It is therefore necessary to know the basics of sales, and it will definitely work to our advantage if we know the tricks of the trade. Robert Louis Stevenson was quoted saying, “Everyone lives by selling something.”
It All Starts with the Right Mindset
Nikos Kazantzakis: In order to succeed, we must first believe that we can.
As with other things in life, the first step is to adapt the right mindset for the job. One that claims you as a winner even before the game starts. Remember that what the mind can conceive, the body can achieve.
In a forex business environment, this means that the numbers for your goals and targets have to be set at the onset; they have to be realistic and measurable so progress can be monitored. More than anything, you have to empower your sales staff to believe that together, you can achieve the goals you have set.
Continuity is Key
Patricia Fripp: You don’t close a sale, you open a relationship if you want to build a long-term, successful enterprise.
Along with having the right mindset in achieving the end goals, how you view each sale also matters a lot. Look at each sale you make as a relationship you can build on, cross-sell to, and make further partnerships with, somewhere down the line. This way, you build continuity with a succession of clients and partnerships for your business that will ensure your company’s future.
In financial services like forex trading, repeat clients are definitely an asset to your company. There are infinite possibilities and opportunities quietly hidden in the potential of repeat clients. So make sure to draft your list of contacts and revisit your existing clients. This enables you to help them maximize your business services and professional relationships.
View Failure Differently
Malcolm Forbes: Victory is sweetest when you’ve known defeat.
Let failures and rejections be stepping stones in building your character as a person, as a salesman and as a businessman. Learn from each deal that turned sour, every closed door and failed transaction. Don’t let it bring you down, instead learn from these, move forward and be better because of it.
In any endeavor, there will be times where you will fall short of your client’s expectations. Do not be disheartened. Financial markets are highly volatile and no one has ever mastered and predicted to perfection how the market behaves.
Yes, we have developed tools to help us along the way, but it is almost always guaranteed that you will fail to deliver the numbers to your clients at any one point. You just have to handle these, the best way you know how, with grace and professionalism. Make sure to learn the lesson and use this lesson to do better next time.