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Business owners are also salespeople; it can be
hard to sell your product or service. I believe it’s
because our business is our baby. Trying to sell
our product/service is like being a Mom asking,
“Isn’t my baby beautiful?” You run the risk that
the person will say “no.” Let’s be honest – your
ego is riding on the answer. So, what can you do
to overcome this problem and master sales?
The first thing to do is take a giant step back
and get unemotional
. It’s not whether your
baby is beautiful; it’s whether you have a solution
to their problem. When you shift your focus to
the prospect and NOT your product or service,
you can look at the situation more objectively.
Unemotionally, ask yourself – how does my
product/service help my client – you’ll get an
unemotional answer. If the prospect doesn’t
have that problem, or doesn’t believe he has that
problem, you will not be able to sell him your
solution. He isn’t saying your product/service is
bad; he’s saying he doesn’t need it.
Now that you have a better understanding of the
value your product/service brings to your clients
you can seek out more qualified prospects. One
of the reasons we get ourselves caught up in
the ugly baby mode is because we prospect too
broadly. Somewhere down the road, someone
told us that prospecting is a numbers game; that
we have to cold call a lot of companies or people
to get to the few who might give us an ear. No
wonder we feel like we’re being judged!
When you try to ‘sell’ to someone who has no
interest in your product or service – and you do
it in large numbers – you are setting yourself up
for an ego hit. The vast majority of people are
NOT going to want what you have to offer. You
are going to feel like they are telling you your
baby is ugly.
On the flip side, if you do your research and
reach out to those companies/people that
mirror your current clients, you are more likely
to make a connection. Yes, there will most likely
be fewer prospects to call. That’s okay because
these prospects are qualified. Calling for the
sake of calling is a waste of time in my opinion.
Reaching out to those who have the potential
for turning into clients is time well spent.
How to Take the
Emotion Out
of Sales
By Diane Helbig
SOAR TO SUCCESS
/
A
pril
2016
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Business Acceleration Strategies