The Biggest Secret To Increasing Conversions And Selling More That No Ones Talking About
Are you searching for the next big breakthrough in improving your sales performance? Are you sick of the same old closing strategies? Do you wish you could not only feel more confident and relaxed in your sales career, but also enjoy the entire sales process more?
Today, we’re going to be talking about how to increase your sales performance. If you’re in sales, you’re always looking for ways to improve. Even if you’re the boss or own your own business, you must still answer to the customer . . . so some degree of sales confidence is necessary regardless of your field or career level.
There’s a lot of instructional material out there dealing with this exact subject: closing strategies, sidestepping objections, mental tactics, etc. These are, of course, important aspects of sales, but underneath it all, there’s an incredibly powerful secret that no one is telling you about: your sales energy.
I know what you’re thinking: This isn’t going to get all hippy-dippy, is it? I assure you—it’s not, so bear with me.
The energy you carry with you into any given exchange is actually quite palpable; it can be felt from the moment you enter a room, and it pervades every aspect of your actions and intentions thereafter. You can master all of the tricks and scripts in the world, but if you don’t give off the right energy, they will take you nowhere.
So, what do I mean by “energy”? I’m talking about the feeling we emit as humans through our postures, attitudes, nonverbal gestures and vocal tones. Take the classic examples of positive and negative energy in a workplace: salon/spa employees and DMV employees, respectively. When you walk into a salon or a spa, you’re typically greeted by a well-groomed and genial human being whose goal is to make you feel fantastic; when you go to the DMV, on the other hand, you can almost feel the frustration and dejection before you walk through the door . . . and no one is concerned with showing you a good time.
These are, of course, stereotypes, but they’re the best universal example I can think of that every adult has probably experienced at one point or another.
Hopefully, it’s clear that your energy is an incredibly important factor in your sales presentation. Knowing that, however, we are still left with one question: What kind of energy should we be emitting in order to increase salesmanship?
Most people think that they need to be upbeat: The customer needs to be excited about the product, so I’ll transfer a feeling of excitement. While high-octane positivity is a lovely quality to possess, it’s actually not the most important energy to emit as a salesman . . . and to be honest, it can be a bit much for some people to deal with.
The most important quality to possess as a salesperson is an energy that says, “I don’t need anything from you.”
This seems counterintuitive to most of my clients at first blush, but think about it for a moment—when we push this idea of excitement, we can end up going too far. This reads as desperation. I’ve said it before, and I’ll say it again: desperation is not sexy.
The piece of us that is guided by desperation or neediness is constantly crying out, “I need this!” Maybe you need the money; maybe you need the commission to meet a deadline; maybe you need to impress the boss; maybe you need it for personal gratification. Whatever our motives, we go into the meeting with something to get instead of something to give.
How can we shift this state of desperation so that we can go into these meetings with an air of confident tranquility? One way is to take some time before a sales call or sales meeting to sit down and repeat a phrase, reminding yourself that you don’t need anything from that client. When you do this, you may begin to experience a sense of relief—you may begin to let go of all of the old stories you’ve told yourself. There is every chance, however, that the exact opposite will happen—that you’ll begin to imagine the possible negative outcomes of relaxing your approach; that you’ll get stuck on the million and one reasons why you do need something from the client.
We’ve all been there: you know what you need to do, but you can’t bring your mind to let go of all of the negative junk that’s holding you back. When this happens, you must allow the feelings to happen and breathe into them with acceptance.
This is something I discuss at length in my program, The Confidence Code, which is all about self-esteem, developing an awesome relationship with yourself, and becoming extremely skilled in conversations and social interactions. This is an ideal program for businessmen and salespeople, because whether you like it or not, sales are social. If you struggle in that area at all, this program could be incredibly valuable for you, so check it out via one of the links on this page.
In the meantime, you can begin to deal with this problem by breathing into the emotions you’re experiencing and sending yourself some soothing and healing thoughts: I know you’re freaked out right now, and that’s okay. It will pass.
Another small trick I like to use is imagery. Try imagining some number in your bank account that would allow you to detach from any feelings of need. Is it ten thousand dollars? Fifty thousand dollars? A million dollars? However much money you’d need to possess before allowing yourself to let go of the desperation you hold, close your eyes and really try to see it on your bank slip, banking app or ATM screen.
If you’re still having trouble, you can try imagining an endless ocean of sales opportunities and successes coming at you in waves. Picture the abundance of money and prosperity that is inherent in an ocean of opportunity.
Need more? This may begin to feel a bit spiritual for some, but another little trick I like to use is considering the possibility that every encounter, every success and failure, is occurring exactly as it is supposed to be occurring. I tell myself that each moment is part of a larger process and that even a “no” can ultimately be good for me in the long run, whether it’s leading to a “yes,” teaching me a lesson I need to learn or helping me to grow more resilient—everything is unfolding exactly as it should be.
Tapping into something greater than yourself isn’t for everyone, but it can be very valuable in terms of helping you relax and let go of feelings of desperation.
Whatever your strategies, you must find out what works for you and make a practice of it. Maybe it’s going to take twenty or thirty minutes each morning; maybe you need to set aside ten to fifteen minutes before each call . . . but it’s not going to happen immediately, so you must start taking action to change these mental habits.
Every single time I’ve come across a “failed” sales attempt, I’ve stepped back and looked at the situation objectively, and every single time, I’ve realized that there was at least a small amount of neediness or desperation behind my approach. And that’s okay!
With each attempt, I learn, I reset, and I try again to let go of that part of me that needs something—I let go if it so that I can go into the next meeting with something to give instead of something to get. The more you can do that, the better you’re going to feel, the more confidence you’ll experience, and the better your sales are going to be.
Please feel free to “like,” subscribe and share your comments below! What is the best piece of advice you can take away from this episode? What has allowed you to let go of outcomes and go into each sales interaction with something to offer instead of something to receive? This community is all about learning from each other and growing toward our best selves, so let’s get our thoughts out there and start sharing our experiences.
Until we speak again, may you have the courage to be who you are and to know on a deep level that you’re awesome. I’ll talk to you soon.