I don’t like to sell.
Why?

Because it’s beneath me and I don’t want to be rejected.

Let’s face it, everyone wants to WIN, no one likes to LOSE.  We all like to hear YES, but not NO.

So why are we all frightened of rejection and why does it put us off becoming more professional at selling our products and services?  I believe the answer is that we do not want commit to helping our clients!

We choose to shrink away from the fear of rejection rather than facing up to our responsibilities i.e. helping clients solve their problems or optimise their opportunities.

 

So, what’s the answer?

Well I think the following table should provide a clue and hopefully will help us all to break through the fear in order to allow us reach our full sales potential.

Process Observations
Attitude Without a positive attitude no one can produce their best results.  As the recruiters say: ‘Recruit for attitude, train for skill’.
Focus Focus is considered by some to be the most important element in the sales process.
Challenges Our clients face many challenges. They might be going through budget cuts, a new acquisition or facing a new competitor. Our challenge is to understand whether we are a good fit for them and why.
Commitment We all need to know what it takes to be committed to an outcome.  We need to be fully aware of the outcome(s) our clients are looking for, i.e. what is important to them, and realise that if we don’t help them to understand why our product and solution will help them, then we are letting them down.
Self-discipline The courage need to pick up the phone and call that difficult client who may reject us is a by-product of our self-discipline.
Passion Your passion to succeed must be greater than your fear.
Responsibility You have a responsibility to do the job.  Every true leader, professional or salesperson who is truly connected to their ‘sense of mission’ understands that they have a responsibility to deliver on their promises.
Training Every industry, profession or trade needs to train and practice. We must simulate what might happen, so we can be prepared for and deal effectively with unexpected situations, questions and outcomes.
Preparation Have you prepared properly?  Have you asked yourself what if?  Have you created a contingency plan?  Have you thought about the potentialities, problems and breakdowns etc?
Planning Planning helps you to know your objectives and how to overcome any challenges or problems.  Gathering the latest information, knowing the potential contingencies, knowing what the resources are and who you can call upon for help etc.
Confidence The confidence we need comes from our belief in our offer and our capability and commitment to delivering upon it.
Strategies, Tools, Processes If we have the right strategies, processes and the tools of our trade in place we are likely to produce the required results.
Execution and Action We need to be in ‘Service Mode’ in order to ‘delight’ our clients and to exceed their expectations.  Therefore, we need to be ‘Match Fit’ and ‘Mission Ready’.
Debrief &
Accountability
As a professional sales person, team leader or business owner we must be the first one to acknowledge and vocalise the things we have got wrong. This encourages the rest of the team to open and say what they also got wrong.  By so doing everyone learns, and sometimes we need to tell our team members something they don’t want to hear but need to know.  Feedback makes us all better and helps us to grow and improve

 

Other blogs that may help you in the sales process:

  1. Is it really your job to do ALL of the selling?
  2. Is your sales funnel working for you?