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Get Over Your Resistance to Sales
I have found that there are two best ways to eliminate your fear or resistance to sales. First, become so familiar with your product/service and any objections that might surface, that you simply can't be flustered during a sales call. Second, you need to truly believe that your product or service will be of value to your customers that you are really helping them by sharing your product with them. The next most important step is to make sure you are selling to the right people. Set an appropriate target market and find out where they are. Make sure your sales pitch and sales materials speak to that target market. By approaching your prospective customers with this approach, they will sense your confidence, which in turn gives them the confidence that you are true to your word. Often, service businesses struggle more with the sales process since the results and benefits can be very difficult to articulate. I'll use my coaching business as an example. When I first started, I had not identified a target market, and could not clearly articulate the benefits of coaching with me. Most of my advertising and marketing attempts were lost in the multitude of messages everyone sees and hears every day. Now that I have some experience (and a LOT more marketing education) I understand the importance of deriving the overt benefits of coaching with me. However, that alone will not get me clients. I also needed to identify a target my ideal client. I often hear from coaches and other service professionals that they don't want to eliminate a large majority of the marketplace by focusing on a niche. The truth is, when you send out a generic marketing message, no matter in what form, you are not making a connection with anyone. People see and hear hundreds of marketing messages every day you need to make that emotional connection with someone. My target is women entrepreneurs specifically women entrepreneurs whose businesses are doing ok, but they're not happy for some reason. Imagine an attorney who had so many clients that she needed to hire additional lawyers and an administrative assistant. At that point, she would be spending her time maintaining sales, minimizing expenses, managing employees, keeping up to date on the newest laws, trends, markets and regulations, etc. This does not sound fun! That is the client I want, specifically. By painting you this mental picture, you have a clear idea of my ideal client. You may see yourself in the picture and you may know her and refer her to me. Setting a target does not exclude other types of clients, but if my messages don't reach anyone, I'll have NO clients, or will have to work much, much harder to get each one. Besides, the example client above knows lots of other people who aren't attorneys who could benefit from my services, and I will ask her to refer me to them. By going through the steps above, you will want to talk with people about your product, as you know you can answer any question and you will feel you owe it to your target market to share your product with them. If you need help with this process, a book that has really helped me is "Jump Start Your Business Brain" by Doug Hall. Or you can short-cut and call me to walk you through the steps. After eliminating your resistance, you will then need a plan of action to contact the individuals in your target market, and scripts to know what to say. Sales is simply a numbers game. The more people you contact, the more people who will say yes. Now get out there and sell! About The Author Audrey Burton is a Business and Life Coach with a caring, no-nonsense style. Audrey's clients are primarily women entrepreneurs who become happy and successful at work working with her. Audrey keeps her clients focused and motivated by helping them create a custom plan they can be excited about. To sign up for a complimentary coaching session to better understand how she works, visit her website at http://www.audreyburton.com. You only live once Love Your Life Today.
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Coaching The Top 7 Sales Blunders We all make mistakes when selling our product or service. Here are the most common mistakes people make. I have to admit I have made many of mistakes listed in this article even though I have been teaching this stuff for almost a decade. I hope you can learn from them. Do You Have to Be Aggressive to Make Sales? A few weeks ago I was onsite at a company that had hired me to train their sales team on how to stop using traditional selling and start using the Unlock The Game? sales approach. More Sales with Less Selling Have you ever passed by a bakery display case without feeling the urge to buy at least one cookie, dessert or cinnamon bun? Have you ever taken a child into a candy store and not had them ask to buy at least one of their favorite sweets? How To Achieve Excellence In Sales Most people are always striving to better themselves. It's the "American Way". For proof, check the sales figures on the number of self-improvement books sold each year. This is not a pitch for you to jump in and start selling these kinds of books, but it is a indication of people's awareness that in order to better themselves, they have to continue improving their personal selling abilities. Selling White Space Almost all Internet Marketers have a basic idea of what they want to achieve in their careers. They may want to close more sales and earn a higher income. The process is quite simple. They craft a targeted letter with a powerful offer and post it on a web page. However, somehow they do not achieve the success they desire. Why? Why is it that intelligent, motivated, hard-working individuals are not achieving the success they deserve? It is because they don't know to sell white space. They pay all attention to sales letter vital elements: The Headline. They create a power headline to get the reader's immediate attention and create curiosity. 5 Steps to Selling Anything Technical One of the most difficult things we deal with as tech companies is trying to sell our services or products to prospective clients, would you agree? A major problem we face is conveying why our future clients need our services using terminology they will understand and pay attention to. One of the sales secrets I am going to let you in on, is that you can make sales without the client even knowing the name of your product or service or ever saying a word like: Search Engine Optimization, gigabyte, meta tags or even computer. Sales Training - What Is a Disguised Implied Need? Have you ever been in the position where you are getting, what you think to be, close to concluding the deal only to find your client comes up with objections? Quit Talking and Listen! Give Clients and Prospects Your Undivided Attention I have found that the best sales people are the best listeners, not the ones that talk your ear off. Listening is a skill that much more than just hearing the words coming out of their mouth. Here are some tips that you can use to see how well you actually listen. 3 Steps To Immediately Increase Sales Want to increase sales within your company? It's not as hard to do as some might have you believe. Though we as a nation are in the midst of an economic downturn these past two years, your company does not have to be. What follows are three simple steps to increase sales, no matter the economic conditions. Sales 101: Asking for the Order "Ask, and you shall receive", a biblical principal that offers some of the best sales advice for beginning salespeople and experienced sales professionals alike. The best sales presentation imaginable generally will not yield the desired results unless the salesperson asks for the business. Seven Keys To Closing More Sales During The Second Half Of 2006 It's not too early to start planning for the sales results you want at the end of 2005. Here are seven things you can do to make sure you are in the Winner's Circle at your Next National Sales Meeting. Nine Competencies of the Complete Sales Professional Have you ever tried to explain to someone what you actually do as part of the sales profession? I'm talking about what you do, not what your company does or what your value proposition is, but what YOU do day in and day out as a sales professional? The Makings of a Salesman Salesmanship is the force that moves business. Without it all business would be at a stand-still. Just being able to sell does not complete the definition of salesmanship. A fraudulent person may be able to sell you a piece of swamp land, but because they were able to sell the worthless piece of property to you, does that say they demonstrated salesmanship? Sneaky Sales Tactics The reason why you have a job in sales is because our markets are constantly getting more competitive. Every year, every month, and every day products are coming out better, faster, and closer together. Almost as soon as your company dreams up a great new idea for product or feature, your competition seems to think of it too and get it to market. Bite Your Tongue Most people don't realize how powerful a negotiating tool silence is. I discovered exactly how effective as I recently observed someone discussing a deal with a prospective customer this past week. Prospecting: Not A Wild Goose Chase... Its A HUNT Prospecting for future customers can be fun if you approach it the right way. It is not a wild goose chase; it is a wild goose HUNT. Body Language, Five Key Ingredients When making your living in the sales industry, and working with people, it is important to not only get your point across verbally, but you want to allow for your body language to send a clear message as well. Successful Sales Strategies: Winning the Close Ones The "Three Cs" in building customer relationships are a key component of professional selling skills. Increasing Your Sales FASTER -- Dealing with Ill Think It Over. Do you frequently hear that from a prospect? Sales 101 For many individuals in business the hardest part is selling. For the majority of business owners, the jobs they had before don't prepare them for dealing with selling products. So, this article will deal with some basic tips to help you with sales.
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