Mention selling to most people and they can all recount tales of being ‘cold’ called or ‘pressure’ sold. We all probably have experienced the unwelcome attentions of someone who wants to make the sale but has forgotten that they’re talking and dealing with an individual.
As a result most people just aren’t comfortable with either sales people or the process of selling.
It’s not an uncommon view. In fact, many entrepreneurs and business owners share this belief and as a result it restricts their marketing activity. If you’re an entrepreneur or business owner and share that belief it will almost certainly be costing you thousands of pounds in lost sales and lost profit.
The truth is… …selling is a skill that can be trained!
At the same time, you can train people the same skill but when it comes to sales you may find that when they put those skills into practice they’ll all get different results. That has nothing to do with their ability to use the skills they’ve been taught. It has everything to do with beliefs.
You’ve probably noticed that all VERY good sales people have a very common trait. They’re all confident in their ability to sell and they know the value they offer.
They’re not confident because they’re good at selling. On the contrary, they’re good at selling because they’re confident. Whether you think this is a positive trait or not, it certainly stands them in good stead when it comes to winning business!
I’ve been on countless sales training courses. Some were very good and some were shocking! One thing I can say about them all, is that the skills and strategies they teach will only work if the seller delivers them with confidence and self-belief. If you don’t behave with utter confidence and self-belief, you may do “alright”. But you’re never going to be as effective as you could be!
You see, if you don’t have the confidence and you’re uncomfortable selling then what your customer will suspect is that you don’t believe in your product/service or the value you offer. If you don’t believe in what you offer, you’re going to find it uncomfortable asking to be paid for it. And if your clients sense that you’re not comfortable with asking them to be paid, they’re not going to be comfortable paying you.
And so you lose the sale!
It all comes down to being confident.
Think about it. If you are truly in touch with what you offer, and you know that buying your services is the best solution to the problem your clients have. What is there to feel uncomfortable about?
You’re doing them a favour! And helping them to buy.
Having that confidence and self-belief in your ability to sell is something we spend a great deal of time considering at Sales Training Stuff. If you want to improve your sales success get in touch today.
About the Author
Steve Torjussen is a Business Consultant, Coach and Trainer focusing on transforming individual and team performance with amazing results. He’s the author of the eBook “101 Amazing Top Hints, Tips and Techniques to Improve Your Presentation” now available via the company’s website. As Managing Director of Sales Training Stuff, he specialises in Sales, Management Development and Leadership training.