 |
The first step to sales success is to believe you can do it! |
Written by Robyn T Braley
Wherever you are reading this, look around. Everything you see is made of products that someone sold to someone else.
Further, sales professionals with a variety of personality types sold them. Undoubtedly, there were some just like you. They didn't think they could sell. A variety of circumstances led them to the profession.
What? Me? Sell?
In a sour economy, some are forced to start their own business when their job searches have failed. Others may have a 'big idea' but fear having to sell it. Regardless of the reason for starting your new business, sales will play a crucial role.Some companies create a sales culture by challenging their entire staff to think 'sales.' Their goal is to motivate staff to be aware of new client opportunities and feed leads to the sales team.
Selling when you've never sold anything before can put pressure on you. You imagine a long list of reasons why you can't do it. So, you stress about it!
“But I’ve never sold
anything,” you exclaim. “I don’t have the personality!”
 |
| Most, but not all, sales pros fear starving! |
I am here to calm your fears. You may be a better salesperson than you think. Selling is
not something to be avoided; it's a necessary part of business.
To achieve your goals, you may need to break through self-imposed mental or other perceived barriers, such as skin colour, age, gender, language, education, or physical disabilities.
Trust me, 'SOLD' does not have to be a four-letter word. You can experience the exhilaration that comes with using it after closing your first sale. It's magic. SOLD!
To achieve your goals, you may need to break through self-imposed mental or other perceived barriers, such as skin colour, age, gender, language, education, or physical disabilities.
Trust me, 'SOLD' does not have to be a four-letter word. You can experience the exhilaration that comes with using it after closing your first sale. It's magic. SOLD!
Breaking Rules to Break Through Barriers
The wonderful thing about selling is that for every accepted rule, there is someone who became a sales
champion by breaking it. The word, 'I can't', is not in their vocabulary.
You often hear the term ‘born salesperson.’ The description is only partly true.
You often hear the term ‘born salesperson.’ The description is only partly true.
The common stereotype of a born salesperson is the person who is loud, outgoing, boisterous and pushy. They act like they are the life of the party.
That isn't always the case. I know highly successful sales professionals who are the
quietest ones in the room. They listen to what is being said and watch. They interpret body language and observe interactions with other guests.
Then, when the time is right, they engage in conversations quietly and thoughtfully.
One of my clients comes from a part of our country where accents are so strong and grammar so mangled that they appear to be speaking in a different language.
You should also know that he is a multi-million-dollar sales champion selling metal buildings in the oil and gas industry. I have joked that his customers buy from him, so that he will stop talking.
In my city, a high-performance real estate agent is confined to a wheelchair. He gives back to the community by supporting many charities.
My friend, Alvin Law, is a world-class speaker, author and media personality. He is a highly successful keynote speaker who sells his brand to meeting planners and conference organizers worldwide.
Each year, he co-hosts telethons that raise millions for charity. He motivates thousands of donors to give to worthy causes!
Each year, he co-hosts telethons that raise millions for charity. He motivates thousands of donors to give to worthy causes!
How does he do that? You see, Alvin was born with no arms. Alvin tells his story to inspire people to change their attitude from 'I can't' to ‘I
can.’
He sells the idea that they can break through their barriers and achieve what they believe is impossible. After all, that is what he did and continues to do every day!
He really doesn't have to sell his book. After hearing him speak, the book sells itself.
The point of my story is this. When you have no choice but to sell, you may be forced to overcome the lack of certain tools in your toolbox by using the ones you already have. You will discover that certain barriers exist more in your mind than in reality.
The point of my story is this. When you have no choice but to sell, you may be forced to overcome the lack of certain tools in your toolbox by using the ones you already have. You will discover that certain barriers exist more in your mind than in reality.
Bible Sales Champ
Remember the story about the door-to-door Bible salesman who stuttered. There was every reason to believe he would be a sales failure.
To the surprise of many, he sold thousands of Bibles. When the homeowner opened the door, he would say,
“Mmmymmy nan-na name izzzz Smi-smi-smi-smith. Wo-wo-would you like
t-t-t-to b-b-b-buuyy this fine b-b-bi-ble? If –iffff yu-yu-you llllike, I
ccccaan r-r-r-read it to-t-to you!”
That was the point when he always made the sale. Christians, Jews, Muslims, Hindus, Rastafarians and people of no defined faith bought his product.
With apologies to anyone reading this who stutters or sells Bibles, the point is, you can be successful in sales if you have the will to overcome, or in some cases, take advantage of your weaknesses.
Ethnicity
Some have earned high-level university degrees and are research scientists. Others sell highly sophisticated products in the medical, energy, financial and high-tech industries.
My family doctor is a Muslim from Pakistan. My wife's doctor is my physician's wife, who is also from Pakistan.
Doctors are prohibited from advertising. It was positive first impressions that sold us on their ability to serve us. Our trust was deepened the day they diagnosed medical issues and saved both of our lives.
Earlier this week, I took a cab driven by a man from India. He can't wait until he can start a business and resume practicing the trade he learned there.
Last night I was running late for a committee meeting. I stopped by a neighbourhood restaurant and store owned by a Lebanese family.
I wanted something that wasn't messy and I could eat while I drove. I picked a fresh apple. As I paid for it, the owner posed a couple of questions and then asked if I had tried his meat pies. He proceeded to give me 3 meat pies as samples.
After trying them, I was sold! I will drop by later today to buy a bunch.
Earlier this week, I took a cab driven by a man from India. He can't wait until he can start a business and resume practicing the trade he learned there.
Last night I was running late for a committee meeting. I stopped by a neighbourhood restaurant and store owned by a Lebanese family.
I wanted something that wasn't messy and I could eat while I drove. I picked a fresh apple. As I paid for it, the owner posed a couple of questions and then asked if I had tried his meat pies. He proceeded to give me 3 meat pies as samples.
After trying them, I was sold! I will drop by later today to buy a bunch.
Education
I haven’t mentioned education. I have a lifelong friend who grew up in a poverty-stricken home. His parents were abusive to him and his brother.
Things were so bad at home that he dropped out of school in Jr. High. He moved away from home and lived hand-to-mouth, working at whatever part-time job he could find.
Along the way, he learned he could sell and was very good at it. He became a multi-million-dollar sales champion. He sold everything – printing, land, vehicles, music and much more. If there ever was a born salesperson, Ray was that person.
I also know some with university degrees who tried but couldn’t sell. They studied and refined their skills but only achieved moderate success. Eventually, they left the profession.
I'm not saying you don't need an education to be successful in sales. I've known some who have succeeded without a high school education, but many have pursued studies at the university level.
The bottom line is you must know the product you're selling. That may require formal education. I would hesitate to buy a bridge from a self-taught engineer.
If you are selling high technology instrumentation, heart defibrillators, pharmaceuticals or parts for a space shuttle, you probably need an engineering or bio-science degree to fully understand the complexities of the product you are selling.
What powers your inner drive?
If you are selling high technology instrumentation, heart defibrillators, pharmaceuticals or parts for a space shuttle, you probably need an engineering or bio-science degree to fully understand the complexities of the product you are selling.
What Drives You
There is one thing that every sales champion has in common. It's the desire to overcome whatever barriers stand in their way.
Your inner drive will motivate you to make the first call and then the next. It will drive you to call again and again in spite of cold rejections until you hear,
"Yes, let's schedule a meeting!"
Eight Sales Tips
The inner drive will get you through the door, but learned skills will take you the rest of the way to success. Systems and protocols will bring consistency and predictability to everyday practice.
Selling can easily become routine, which isn't always bad. When doing the same old thing in the same old way forms good habits, that’s a good thing.
However, the routine can also allow bad habits to creep in. Growth in sales requires consistent adjustments and professional development.
- Adopt a methodology for selling. I use the counsellor selling approach. Ask questions, identify needs, then meet them
- Develop a prospecting strategy. Include online searches, drive-bys, networking, referrals, directories, and more
- Make customer service a core element
- Use a customer management system (CMS). As your lists grow, disorganization will become your worst enemy
- Develop an arsenal of brand tools, including engaging presentation material, quality website, social media program, membership in industry associations, networking, and listing in directories
- Keep your social media accounts up-to-date
- Plan time for learning through webinars, books, conferences, and professional magazines
- Plan for personal, family and community time. It’s called balanced living. Success is hollow with no one to share it with
The end
Robyn T. Braley is a brand specialist, writer, and speaker. He is a media commentator and co-owns UniMark Creative, which designs websites, produces videos, provides media services and graphic design. He speaks about improving personal communications and various aspects of branding.
Contact Robyn
Email: robyn@unimarkcreative.com
Connect on LinkedIn
Contact Robyn
Email: robyn@unimarkcreative.com
Connect on LinkedIn
Twitter: @RobynTBraley
Relevant Posts on this Blogsite
10 Tips for Staying Motivated in Extremely Unmotivating Times
Thinking As If There is no Box; 10 Marketing Tips for Tough Times
This comment has been removed by the author.
ReplyDelete