Eliminate This One Habit To Skyrocket Your Confidence And Your Sales
Today we’re going to dive into sales confidence. I want to talk about the avoidant salesman. Simply put, the avoidant salesman is someone who tries to do business by making as little contact as humanly possible. He avoids phone calls and personal meetings like the plague and would prefer that all communication be done via email. When he does have to make a phone call, he hopes the call will go to voicemail. Does this sound like you?
The truth is that selling happens through connection—face-to-face conversation. There has to be some sort of bond to establish trust. People will be far more likely to buy into your product if they think you’re a good person who is on their side, and the only way they can feel that is by sitting down with you and looking you in the eye. When we’re scared, we avoid that kind of direct communication.
The other side of this fear is being intimidated by the actual sales conversation. We get into these hour-long conversations with people in which we’re really trying to help them out and answer their questions, but when push comes to shove, we can’t close. We back off because we don’t want to look pushy or because we’re afraid to talk about money.
Yes, it is important to develop a real rapport with your clients, find out their needs and provide powerful solutions to their problems, but you can’t feel bad about the fact that it’s going to cost them something.
Even though everyone’s obsessed with it and thinking about it all of the time, money is something that almost no one in our culture is comfortable discussing . . . and this general social discomfort with money-talk creeps into a sales conversations all the time. Should it, though?
When you get right down to it, you’re offering your clients an amazing product that is going to improve their lives in some way.
You must view the conversation that way: you’re providing a service your customers need—period. They know you’re not going to give them something for nothing, so the only person making the money part awkward is you.
If you want to increase your sales and grow your business, you need to start by figuring out your avoidance trigger. Is it getting into the conversation? Is it talking on the phone? Is it money? Bring the conversation back to the presentation and the exchange of information—talk about your product and how much it costs.
You can even help your customers with their own avoidance triggers. If you’ve made an excellent presentation and they seem interested, then what’s keeping them from taking advantage of your product? Are they scared? Is it money? Help the client through the issue and close the deal.
I’ve been doing this for a while now, and what I’ve found is that there is always a layer of avoidance somewhere. There’s nothing wrong with that—we’re human. We have to get honest with ourselves, however, and face what scares us so that we can move forward and find success.
Now, if you don’t actually see the value in what you’re trying to sell, then maybe the problem isn’t you in the first place—it’s your product. But if you’re blaming the economy or your client base, you’re selling yourself short. Regardless of your industry or the economic climate, there’s someone out there in that exact same industry who’s crushing it.
What is that person doing differently? He’s not avoiding his fear. In fact, he’s probably barreling right toward it. He’s facing what scares him because he knows it’s going to serve the customer and the industry and his own business. It’s going to serve everyone. It’s going to serve the greater good.
So let’s get out there and face our fears so we can serve ourselves and the greater good.
If you really want to take this stuff to the next level, check out my program, Confidence Unleashed, which dives directly into facing your fears and breaking through them at the deepest level (there’s even an entire module specifically covering business confidence!).
To find more episodes, simply click the available link. You can also “like,” leave comments, and subscribe below. If you’ve had any recent experiences with avoidance, please share them below. What is your avoidance trigger? How are you overcoming it?
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Until we speak again, may you have the courage to be who you are and know that you’re awesome.