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Episode Info: How To Become A Warrior Seller During The Coronavirus Outbreak   The world has been taken aback by the coronavirus pandemic. Businesses, regardless of industry, have been affected. As a salesperson, how do you become a warrior during the coronavirus outbreak? Jason Forrest works for a company called FPG which stands for Forrest Performance Group and one of their programs is Warrior Selling.    There are four different levels of a sales professional. The first level is the follower. They give all the permission to the customer.  The customer dictates what to do, how to act, and tells the salesperson when they’re going to buy. The next level is the helper, who has the sole intention of helping people and serving their customers. Leader is the third level. They are the people you follow to a place you wouldn’t go on your own. The last level is the warrior.   The warriors are advocates for the product and service they sell. This salesperson believes, supports, and advocates for their products and services. In addition to that, the warriors protect their customers’ best interest.    In today’s market, we need more warriors to protect the customers and the organization. People are afraid and the warriors help protect their customers from fear. Without leaders, fear can overcome customers and it can eventually kill the organization. Warriors know their customers so well they know what is needed. A warrior and  con artist may have the same skill set but what sets apart the sales warrior is intention. They protect their customers through their service or product.    Knowing the warrior seller  A warrior has to get their messaging right for their customer and should be able to answer these questions: Why should people buy from you today? What will your products and services immediately do for them? How will your products and services benefit them at this moment? How will your products and services eliminate their present pain points? Once they find the answer to those questions, they need to be able to share the message with the people they serve.    A warrior is defined by me as an advocate for their product and service they sell and at the same time, they're a protector of the customer's best interest. #SalesWarrior   Salespeople procrastinate for several reasons. The first is that they’re not clear about what they’re trying to accomplish.  The second, is that they don’t know why they’re doing what they do.Their why has to be strong enough to get through tough days. The why has to be greater than the sacrifices they have to make to do the job of a salesperson. Third, once the why is discovered, a salesperson has to figure out how. The how includes your cross pattern strategy. What are you going to say to give them certainty and how do you want them to feel once they get off the phone with you?  The last reason why people procrastinate is their “leash mentality,” the restriction in someone’s thoughts that keeps them f...
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