Selling is a matter of the head: learning more and more


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Changing established behavior patterns requires iron will and patience. Diligence, the inner attitude and the confrontation with one's own fears turn the “hated” customer acquisition into an occupation with added value.

Selling is a matter of the mind: learning to move on step by step learning


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Oliver Schumacher Oliver SchumacherOliver Schumacher is sales trainer and speaker.

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Put one foot in front of the other

Unfortunately, people are usually overstretched when they want to change their behavior. Many want to change this from tomorrow to tomorrow. But no one takes from today to tomorrow 30 kilograms, which he has previously increased for years.

The same is true in the sale: No one will be another man or seller tomorrow just because he wants it. Anyone who has spent many months and years pushing his problems with the sale into the background takes time to remove obstinate, mental links.

People of the same kind stick together…

Successful people often know many other successful people - and vice versa. A personal environment with many people who think positively or solution-oriented can be “contagious”.

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Fears are best reduced if you attack them flexibly, positively, solution-oriented and future-oriented. As so often, success takes small steps. Colleagues, managers or external service providers can be a valuable support as coach or “godfather”.

Know the fears of the customer

Only a few people openly talk about their fears - and therefore, on some anxious ones, they are so invulnerable and exemplary. Not only sellers are more or less plagued with fears. Negative emotions also dominate many customers.

After all, they know: their counterpart, the seller, is measured primarily in the form of sales and sales figures - not primarily in customer satisfaction or an honest, customer-oriented consultation. Sellers desperately despair of customers who do not buy from pure persistence or lack of orientation.

Uncertainty hinders communication

Uncertainty (stage fright) sometimes leads to contradictory behavior, even in discussions with customers. Signals are then prematurely misunderstood by both sides. "The offer cannot be good, as nervous / shy / submissive as it is."

Like restraint, however, it is also possible to interpret the uncertainties of customers as presumptuousness. In addition, sellers' worries often strike too negatively on his words and behavior. And again the customer does not buy.

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Sellers never learn

A degree does not come from today to tomorrow. Selling is called endurance. And: Customers can only buy from those who know them. That's why advertising for customers is easy.

Anyone who takes the time and seriously faces his problems is on the way to becoming a salesperson who likes to meet customers and achieve sales targets in a playful way. Successful salespeople not only know how to prepare talks well, but also to learn from sales talks.


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  1. firm-job

    Selling is a matter of the mind - 2 / 2: Always learning from Oliver Schumacher: Firmly established behavioral patterns ... - Highly recommended o4648wBCRz

  2. Competencepartner

    Selling is the headache - 2 / 2: Learning from Oliver Schumacher - Highly recommended ojRpxot0eh #Profession #Development

  3. Thomas Eggert

    Selling is a matter of the head - 2 / 2: Always learning from Oliver Schumacher via PROFESSIONAL PICTURES - Highly recommended IjbUvvgouK

  4. REGIS GMBH

    Selling is a matter of the head - 2 / 2: Always learning from Oliver Schumacher via PROFESSIONAL PICTURES - Highly recommended vOTbRZWcIa

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