The reality is that in order to be successful you have to confront those fears and overcome them. It doesn’t mean that they go away, but it does mean that you develop approaches to deal with them, and the best way is preparation and hard work!
When I was new to sales I had an impression that people with titles had to be super smart and I was sure I was going to make an “ass” of myself! How was I going to deal with “objections” (which was the “boogie man” for me)? How was I going to speak intelligently with these smart people? How was I going to establish credibility when they had so much more experience than me?
“Most people think ‘selling’ is the same as ‘talking’. But the most effective salespeople know that listening is the most important part of their job.” Roy Bartell
Here are some thoughts:
- Learn and know the product/service that you are selling. (Note: Learning involves a commitment from you and a willingness to TRULY work at it).
- Read! Read the paper, read articles about current affairs, read books, read about our industry.
- Be humble … most people will not be too hard on the sales person that has a good attitude.
- Be enthusiastic.
- Plan your calls, do not fly by the seat of your pants.
- Ask lots of questions and let the client talk.
- Listen. Listen to understand NOT just waiting till you get a chance to talk!
- Take notes. Your memory really is not as good as you think.
- Always look for ways to bring value to your clients.
- Never waste their time.
- Just Do It! Don’t overthink how the client might act or react!
A well prepared sales person with a good attitude, who truly wants to understand their client’s needs will rarely get grief. If that does happen then chalk it up to experience and learn from it. Don’t let the fear get in the way of your growth and success!
“All things being equal, people will do business with, and refer business to, those people they know, like, and trust.” Bob Burg
Kevin Dee is the founder of Eagle (a Professional Staffing Company)
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