Have you ever found yourself gripped by dread in anticipation of a sales call? Have you ever fumbled through a closing situation only to lose an opportunity and be left stewing in regret?
If you have... that's great! At least you are trying. We have all experienced this, and not just in sales; in interviews, new schools, on a date, etc. It is natural to be nervous when we are new to something.
We all wish we could be naturally confident but this is not the case for a vast majority of us and that's ok. However, in business or sales confidence is paramount to success. So here is the quickest way to get it: Immersion.
Just jump in. Confidence builds through experience. We often hear about immersion in language, but it is true for other areas of life as well.
Imagine you're at the top of a steep mountain with skis clipped to your boots. Your confidence is waning. Yet, once you start going down the slope, it doesn't matter whether you have confidence or not. Your immediate concern is just staying alive. But, once you've made it, you feel great because you did it. You then have more confidence to try it again. The next time you try the same downhill run, it won't be nearly as difficult.
Confidence is something you worry about before you take on a task... not as much when you are in it.
It's about being resourceful and figuring out a way down that mountain, because otherwise you're going to get hurt. It's the same in business. If you're already in a negotiation, you don't have time to worry about whether you're confident or credible. You just have to get through it. You have to be resourceful and do what you have to do.
Get yourself in as deep and as quickly as you possibly can.
You may not succeed, but you will have obtained a ton of experience that will contribute to your success in the future.
For more tips on building confidence please refer to Blair Singer's book, Little Voice Mastery and learn how to win the war between your ears in 30 seconds or less and have an extraordinary life.
"Few things are impossible to diligence and skill. Great works are performed not by strength, but perseverance. "
Never Lose A Sale Again
Most often when we lose a sale it is simply because we give up too early. When you hear an objection to your pitch it is important that you don't take offense or get angry. Just try to figure out what exactly your customer is objecting to.
The best way to do this is ask an open ended question. Here are Blair Singer's rules for handling objections from his Sales Dogs Training School Kit:
RULE #1: NEVER, ever, ever, ever, ever negate the experience or view of the prospect!!!!
RULE #2: Answer each objection with an immediate "thank you" or an acknowledgment of the objector's position or point of view. If it is a true objection or disagreement, or if it is a true inquiry, first acknowledge the source and then respond briefly with a concise, courteous answer. Then ask the question, "May I ask why?" DO NOT answer anything until you ask a question first.
RULE #3: DO NOT ask "trapping" questions to corner or close the prospect. Instead, ask "Why, How and What specifically" questions. Make sure you are really concerned and interested in the response.
RULE #4: Always have a succinct, one line response to potential questions prepared. These responses should be unique to each customer.
If you follow these rules you will vastly increase your sales percentages.
The following is a common objection and some recommended responses to keep your prospect involved in the sale:
I have a relative in the business who can get the product for me cheaper. My cousin knows someone who can get it or who gave some good advice about this stuff. (Uncle Louie Objection)
That's great! Is it possible to get together with him/her and make sure that we're all on the same page.
Excellent! Perhaps we can give him a call right now and make sure that we're talking about the same thing.
For more responses to the Uncle Louie Objection please refer to our Sales Dogs Training School Kit. The kit includes training on objection handling as well as responses to the top 30 objections that stump unprepared salespeople all over the world.