Selling isn’t my thing
Posted on 16th January 2020 at 18:22
"I’m no good at selling, I really don’t like selling, being salesly isn’t me."
What is selling about? Largely it is about your mindset. It’s quite possible that your experience of selling, or being sold to, has led you to decide that you don’t like selling. It makes you feel uncomfortable and because you don’t like it, you aren’t very good at it. If you approach sales in your business with this mindset, how do you think your sales will go? What do you think the person on the other end of the sales conversation is going to pick up on? Perhaps your sale won’t go so well. On reflection, it might seem obvious now, what do you think?
You reap what you sow.
If you struggle with sales, it’s highly likely the way you think about and approach your sales it is impacting your results in some way. Having the right mindset is fundamentally key to improving your sales. I understand, and definitely know from experience, that sales isn’t something that comes naturally to everyone and that isn’t necessarily a bad thing! Many people don’t like a super salesy sales pitch, a pushy sale or someone who tells you what they think you need without asking you first. But, there’s a lot you can learn from these experiences!
So, back to mindset, here are some points to consider when it comes to selling…
1. The why
A successful salesperson knows their ‘why’. ‘Why’ the product or service is helpful to the buyer, understanding the product or service and how it can fit in to satisfy the needs and wants of the buyer. A genuine sale, offering a genuine solution to a problem, not just trying to get a sale for the sake of making some money regardless of what the client really needs.
2. Have clear intent
We all know when we are being sold to, the pitch comes in, the persuasive technique, the batting back your doubts. If a client gets a whiff that you aren’t genuine, trust goes out the window and the sale will not be a success. Trust is a hugely important part of sales, without which the buyer will not invest. Be clear about your intent from the start, managing everyone’s expectations, being open and never under delivering.
3. Be comfortable with the sale
Think about helping & adding value rather than selling, focus on what can you do to help this person with their challenges. Not what you want to sell to them e.g. the highest price package or something which will only provide a short-term solution.
Be confident and comfortable that what you are selling will help, is of benefit to them and could be the start of a beneficial relationship with repeat business. Remember 80% of your business comes from 20% of your client base.
4. Focus on what you can control
You cannot control the externals, the buyer, the competition, the economy, that is beyond you. What you can control is your attitude and the effort you give. We all recognise that objections are part of the sales process, they will come up! Take steps to manage potential objections before they come up. There will be times when what you are offering is rejected. You can control your fear of potential rejection, manage the way in which you respond to objections and rejection if you get them. Don’t let fear, or what you can’t control demotivate you, keep your chin up and keep going, your product or service may not be for everyone, but that doesn’t mean it’s not for someone!
5. Listening mindset
Listening is a hugely underestimated and undervalued skill. Companies even offer training courses in just listening.
Listen to your potential customer, they will talk, ask them questions, be interested - really interested, connect with them by going into their world, this will help you to get ahead. You don’t need to pre-empt their needs or guess what product or service will help them. The best sellers are listeners. Ask good questions and don’t underestimate the power of listening to understand, rather than listening to reply!
I bet, if you think about the good sales people you have come across, those who stick in your mind, they are likely to have each of the skills above, which made you buy from them, trust them and made them pop into your mind just now.
Sales isn’t that bad afterall right?
As Buddha says; “The mind is everything. What you think, you become.”
You are a great sales person.
Over the past 7 years I have worked with hundreds of people, helping them to improve their sales anywhere from between 20% to over 200% in a few months. I can help you with your sales mindset, confidence, sales skills, sales process and improve your sales by at least 20%. Get in touch if you would like to know more.
Have you seen my blog "What makes a high performing team?"
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• Discover the essential building blocks for having the business & life of your dreams.
• Determine the #1 thing stopping you from having the business & life you want.
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Cassie delivers success coaching for personal and business success. Discussing what your goals are, the steps towards achieving those goals and what to do when you get there! What comes next?!
Cassie works with entrepreneurs, start-ups and established small business owners to help them navigate their way to achievement, fulfilment and a sustainable level of rewards. Through group coaching, events and public speaking Cassie works with groups and individuals to build on existing successes or help to get new business owners using their talent effectively to secure those much-needed sales and strategies for starting from the beginning in business ownership.
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