Do you have fear of selling?
Some people are afraid of appearing pushy. Maybe you’re not completely confident about what you are promoting or the price you are selling it at.
You might have had a dreadful experience with a pushy salesperson as a customer and it’s stayed with you ever since. Or perhaps you had your confidence knocked when selling in the past – rejection activates the same part of our brain as physical pain. No wonder it sticks with us.
I often find the fear of coming across as pushy can be deeply rooted in my clients and can even go back to an experience they had as a child being ridiculously told off for asking for something, as an example.
Here are some of the ways I help people deal with a fear of selling.
7 ways to make your sales sparkle
1. Work on your mindset
Start by making a list of all the reasons you don’t like sales. You’ll probably find this list contains things you can change and factors outside your control. This will highlight where you can learn new skills and change your mindset.
Above all, remember that selling is a skill that anyone can learn with the right mindset.
2. Believe in what you do
As a business owner or professional, you need to let your inner fire shine when selling. Let your enthusiasm come across and potential clients will feel this. Another way to boost your self-belief is to list out the positive feedback past clients have given you. Keep this at hand and refer to it if you have a bit of a wobble.
3. Pretend you’re a doctor
Think about the last time you went for a medical appointment. Your medical professional would have started by asking you a series of health-related questions before deciding on a course of action. We call this ‘the fact find’. Sales is the same – you need to understand the challenges your prospect is experiencing, what they are looking for, when they would like to proceed, and what investment they have for your service. With this in hand, you can establish if what they are looking for matches the services/product you offer. If it does, you’re on your way to a sale!
4. Be yourself
‘You attract what you radiate’ is a favourite phrase of mine. And it’s so true! Be enthusiastic, open, and true to who you are when communicating with prospective clients. This will make you more approachable – one key element of selling. After all, no-one wants to deal with someone who dampens your mood.
5. Think of sales as customer services
Intimidating sales techniques belong in the past. A more modern and ethical approach to sales is to think of it as customer services. Here are some examples of what I mean:
• Provide clear communication and the next steps
• Under-promise and over-deliver on expectations
• Follow up on the things you said you would and do so in a timely fashion
And if you feel uncomfortable chasing potential clients for feedback on your proposals, here’s a less awkward alternative. Ask them upfront to tell you a good time to discuss the proposal you will create for them. This means they are telling you when they are free and ready to move onto the next step.
By doing these things, you build a trusting and respectful relationship, making potential clients more likely to buy from you.
6. Track your success
Find a way to track your new client successes. This will show you where you are excelling and highlight areas where you are not succeeding. For example, you could be spending a lot of time on clients who don’t have the investment for your type of services.
7. Know your audience
You can banish the potential for rejection by building a better understanding of your audience. Focus your time and energy on where your ideal audience ‘hangs out’ and you’ll reduce the chances of rejection / targeting the wrong people.
A final word
If you do not ask your prospective client if they are interested in proceeding, then someone else will. And remember, if a client says ‘no’, they’re telling you not today, not never.
If you or someone in your team has a fear of selling why not get in touch by booking a free 30-minute discovery call.
