3 Tips to Get Your Selling Confidence Back on Track
Being in the Business World (at least most of the time) means selling. Marketing a product or service, wooing potential clients, and exceeding personal or company sales goals comprise the everyday life of millions of business folks. The exchange of money for goods and services makes the world go ‘round. Unless, that is, you’re uncomfortable with the whole notion of selling.
When I began branching my coaching business into the corporate arena, it genuinely surprised me that many salespeople I met had the hardest time closing a deal. I learned that some felt sleazy – uncomfortable pushing a product they may not believe in just to make a buck. But the vast majority of sales folks I spoke with believed and found value in what they were selling, but still found it difficult to pull that sales trigger button.
Why might that be?
After delving a bit deeper and getting to know the details of failed deals, I found that it all came down to one thing. Mindset.
Selling, by definition, involves exchange of money. As a salesperson, if you are focused on getting paid more than you are on providing value, your customers may pick up on your motives and decline buying from you. Or on the other hand, maybe you see that you could provide value for the potential customer but don’t want to be pushy or seem like you are just out for the money so you may sabotage your sale by unconsciously communicating a lack of confidence, either in yourself or in what your selling.
So, what is there to do about it?
Here are 3 tips that can help you get your selling confidence back on track:
1. Change Your Mindset. You aren’t in the selling profession, you are in the service profession. Yes, money is exchanged, but try to take your attention away from money as the primary transaction. You are there to fill a need, solve a problem, make life easier. And if you have what your potential customer needs, the cost to them will be a secondary factor to the knowledge that a void they have is going to be filled. Focus on being of service to your customer rather than selling to them, and you’ll end up having a conversation of genuine value that may turn them into a long term customer.
2. Close Your Mouth, Open Your Ears.
Listen to what your potential customer is saying – and sometimes more importantly – what they’re not saying. Maintain eye contact, keep your body posture open, and be genuinely engaged. If you are busy formulating your response while they are expressing their needs, they may pick up on the fact that you aren’t fully present and shut down the conversation, effectively closing your window of opportunity.
If you approach the sales conversation with the attitude of “what can I offer that will help this person?” rather than “how quickly can I close this deal” you will end up having a more fulfilling conversation and build trust, which is fundamental in long-term customer relationships. Even if you don’t have anything they need (or want to buy) and you offer instead a recommendation or piece of advice, they will remember you for having provided them with something valuable and may come back to do business with you at a later time. When you are authentically interested in offering your assistance in that moment whether it benefits you or not, the first layer of trust is built.
3. Give Something Away for Free. There is truth to the fundamental principle that in order to receive, you must give. Trust can also be built when you give without strings attached. A free sample, a free 20-minute strategy session, or a free “how to” video lets the customer get a taste of your product or service before they invest. You are demonstrating that you are more focused on value than the almighty dollar, and though it may seem you’ll lose in the short-term, it will benefit you greatly in the long-term.
Remember that not everyone is your customer. But even a person who isn’t a customer of yours may have valuable contacts or leads for you, so it may be worth cultivating a relationship to see if there are other possibilities of meeting new people you may be of service to further down the road. Let your motivation be connection – not money – and as you become genuinely interested in helping people find what they need, you will find more satisfaction in your work, and yes, the money will follow.
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About Dina Proctor
Dina Proctor is a business and life coach, inspirational speaker, and author of the best-selling book "Madly Chasing Peace: How I Went from Hell to Happy in Nine Minutes a Day.” Quite by accident (and after hitting an emotional rock bottom in her own life), Dina created her ground-breaking processes, 3x3 Meditation and the 3x3…