Every one of us is a salesperson. In many ways, life is about selling from the moment we are born. Face it, it is true whether you like it or not.
Every time you have a prospective client on any call, you’re making a sales pitch. Every time you send an email or write a blog post or post something on social media you are making a sales pitch.
And you’re probably quite good at it. If you weren’t you wouldn’t be where you are today. So why do we continue to think we are not that great at sales?
Selling feels uncomfortable or just wrong.
This a common reason “I feel pushy or uncomfortable when talk turns to money. ! don’t want to force anyone into a decision. I secretly think my rates are too high”
So how do you overcome this lack of excitement in selling? Here are 3 tips:
1 Practice Makes almost perfect
We need to be honest. Sales conversations are one of those things that only gets better with practice. But the good news is, you don’t have to be on the phone with a prospect to get that practice time in.
Instead, use the technique self-help gurus have been advocating for years: Look in the mirror and talk to yourself. Practice saying your rates out loud. Practice your everything from discovery to sales pitch. Sell to yourself. The more you do it, the more natural it will sound, and the less uncomfortable you will feel when on a real call. The best salesmen practice their pitch!
2 Sort out your head
What if you weren’t selling anything, but instead were simply chatting with a friend about the incredible new product that was going to change her life? You are helping a friend to improve their life by sharing your experience with this new product.
This is exactly how you should think about selling whatever it is you sell. You are not trying to get your prospective client to spend money. Instead, you’re offering a solution to his or her problems or challenges You’re genuinely helping them. Whether you are selling HR Software, ERP, Kitchens or a new brand of toothpaste, you are helping them.
When you can turn your thinking around from “sales” to “helping or serving” you’ll find it’s much easier to have the sales talk.
3 Enjoy the follow-up
Few clients will say yes with the first call, and maybe not even with the second. But good salesmen know that most sales can be closed if you simply take the time to follow up. If you think you don’t have time to follow up, just remember that a warm prospect is 10 times more valuable than a cold one. You have taken the time to warm them up with an initial phone call. So unless they aren’t a good fit at all, keep in touch with them… this is the secret starting your little black book.
You need a system for keeping in touch, or it won’t get done. Here is a simple one you can incorporate into your marketing process:
Send a quick email and invite your prospect to:
- Schedule a follow-up call to answer any questions
- Read some of your testimonials or news
- Review your company, product or service website
Don’t let that old “I’m not good at sales” attitude get in the way of making you and your business a success. With these tips, you can quickly turn your sales blocks into a system for landing new clients consistently.
As marketing guru Dean Graziosi says, “If you don’t get your prospect’s credit card, you’re doing them a disservice.” Be of service by helping them become your client