Selling can be filled with agony. Why? Maybe because it’s so easy to view the results: either you succeed – or you don’t. Maybe because each sales call is a Moment of Truth that reveals if you’re really cut out to be a business owner. But anxiety seldom helps when it’s time to sell. Here are five tips to help you sell smoothly and successfully:
Feel safe. The better prepared you are, the more you can relax. Be clear about who you really want to sell to, and how you can help them. Are they ready to pay for what you’re selling – and how much? What are the three most important things you want them to remember after your meeting?
Think conversation. The customer – not you – is supposed to be the center of the sales meeting. Focus on gathering information that helps you decide and formulate if and how you can be of use to the customer. Think conversation rather than megaphone: asking the right questions might be easier than finding The Perfect Pitch.
A “No thanks” is OK. Sure, it sucks when the customer decides not to buy from you. But it’s not the end of the world. Make use of every sales experience: where did you excel, what can you do better next time? And ask for feedback: was it simply bad timing, or is there something you should consider changing?
You can do it! Negative thoughts about one’s own ability to sell are quite common. But we all have unique abilities or competencies that can turn us into top sales people. You might be a great listener, a clear communicator or a people-person who can easily relate to others. Find and build on what you’re really good at. Practice: sell, sell, sell! And ask for help if you think you need it.
Business = win-win. The customer needs you just as much as you need the customer. Enter the sales meeting with your head high. Don’t have an exaggerated amount of respect for the person at the other side of the table. We’re all humans who, in business, hope to find common advantages.
Selling is taking the step from planning to action; from dreams to reality. Sure it’s a little scary. But it’s absolutely necessary – and something we can all become really great at!