Do You Have Truth Seeking Skills?

Vision:  Everything is created twice…first in the mind, second in the physical or the emotional.

Focus on getting the “truth” early on when you first encounter a potential client. Better to discover upfront that you may not be a fit for each rather than later. Don’t focus on the sale but the relationship, make it a trust building process …without trust, your integrity is compromised.

Commitment:  Unlike a goal a commitment is the true measurement of our character.  We are measured by the commitments we keep.  Without vision commitments struggle to be kept.

Eliminate rejection once and for all by setting realistic expectations and avoiding traditional sales behaviors such as defensiveness, persuasion, and over confidence …If you are not trying to sell …you can’t be rejected!

Accountability:  Noticing without judgment.  Holding yourself accountable is critical to long term success.

Stop “chasing” potential clients who have no intentions of buying or selling. Shift your mindset and boost your truth-seeking skills so you can quickly, yet graciously, discern whether they are serious or just “kicking tires”.

Personal Responsibility:  Take personal responsibility for everything that happens ...  Why?  Because you were there …Personal Responsibility is the opposite of being a victim … Becoming a victim and blaming other will make you appear to be a whiner and unprofessional. Take responsibility and “fix” the problem …then you become the hero.

Don’t attempt to “overcome” objections …Instead, determine whether the objection is the truth or not …then you can decide how to assist the client with their concerns.

Eddie Brown ©2010

www.ICU-Coaching.com