Feel like you want or need more Sales Moxie or Mojo? Do you berate yourself for not asking for the sale, speaking with confidence, or generally being uncomfortable or even afraid in sales situations? There are some easy ways to feel more comfortable and confident when selling.
After all, "sell" is a 4-letter word.
But "sell" is not a bad word! Successful sellers are helpful, influential, and skilled at finding a match with customer needs --rather than manipulative-- so you can quit worrying about changing your personality! You probably just need to rev up your confidence. Yes, there is definitely the idea of too much confidence in sales which can come across as aggressive, "sales-y" or pushy, and this approach is the cause of most buyer's remorse, returns, and canceled contracts. Yet the other side of the spectrum is probably worse because although it makes friends and establishes comfort with prospects and buyers, it is simply not as effective (as the overly confident sales approach) in terms of actual sales. Let's face it, provided you believe in your product or service, you can't truly help people if you don't offer them ownership.
Why do people buy from sharks?
Bottom line: they respect sales confidence. Think about how your own buying experiences validate this. As buyers, we want
to trust that the salesperson knows what they are doing, what they are talking about is based in fact, and we appreciate intelligent answers to our questions. We may hate to be sold, but we also dislike a salesperson who is second-guessing him/herself. Facts must be stated affirmatively without hemming and hawing and umming and oh geez I'm not sure. (It is OK to say, "I'm not fully sure and I would like to get the correct answer for you by [day/time] if that's OK with you." as long as it isn't your answer for several or all of the buyer's questions.)
Respect the buyer by respecting yourself first.
If you don't respect yourself, the buyer/prospect will pick up on it loud and clear, and will feel time is wasting. No one appreciates a doormat. No one appreciates an obnoxious jerk either. Find your own version of the right amount of Friendly Assertiveness, as I like to call it. During the conversation, will you open the door to the sale or let them walk all over you?
Expect the best!
What outcome would you really like to experience from this conversation or transaction? How do you want to feel after the sales meeting? You want the sale. Right. You want to walk away with payment or a contract, or at least a follow-up appointment. OK, get it done. You cannot doubt yourself (they will notice); make it a foregone conclusion but not way obvious. You cannot bowl them over and try to force anything (they will know you don't have their interest in mind). The best free, immediate technique that requires no skill-building and works miracles is this:
Imagine yourself walking to your car after the sales appointment, smiling to yourself, and suppressing the urge to dance a jig and yell, "Woo-Hoo!" in the middle of the parking lot. Fantasize for a few minutes. How does it feel to get that sale? Greaat! Now pretend you are thinking back on what went well...you showed just the right amount of professionalism, knowledge, helpfulness, confidence, and when you asked for the sale they said, "Yes." You did all the right things. Feels wonderful, doesn't it? Now, you are preparing for that meeting, knowing it's going to go well.
Well, what do you need to do?
What is within your control, that when changed, will make a difference? Acting and speaking confidently is definitely something you have control over that makes a significant difference in every sales conversation.
What builds confidence?
The way you are dressed; the way you present yourself will either add confidence or take it away. Preparation also adds confidence; do some homework and be on time with all the necessary tools or props (but don't let too much preparation become a way to avoid sales meetings).
Learn what you can.
Educating yourself on your product/service as well as other aspects of the buying/ownership process that impact the customer will help you add value and be an asset. Not only should this be required learning for anyone in sales, it also builds your confidence so you feel ready to face prospects. This also feeds your need for professional development. (Fun fact: did you know many "very successful" people tithe 10% of their income on professional development?) Regarding educating yourself, be aware that reading, learning, and preparation activities are NOT sales activities. In order to increase sales income, you need to spend time meeting with prospects. Build in some learning consistently on an ongoing basis, but don't let it become a way to avoid what's important.
Go Get 'Em!
Heather