I’ve been in sales for over 20 years and during that time, I’ve had to overcome a lack of self confidence and deal with many limiting beliefs in order to succeed. One thing I can tell you above all else is that sales success has much more to do with what is going on in your mind rather than the actual mechanics of selling.
You can have the perfect sales script that has helped countless others sell thousands of dollars worth of products and services but…if your throat tightens up the minute you open your mouth and you get all awkward and uncomfortable in your delivery due to lack of confidence, you’re going to lose the sale. So, below I’ve outlined 5 tips for developing sales confidence in your business so that you can close more sales.
1. Release Negative Beliefs about Sales
I remember attending a sales training conference about 15 years ago where the trainer played a word association game with us. He would give us a word like “puppy” and most of us would say something like “soft” or “love” and then he would say “pizza” and we would respond “hungry”, “delicious” or whatever. You get the idea.
Then after several more word associations, he said “sales rep” and to my astonishment, the first word that came to mind was “sleazball”.
I was amazed to learn that program like that was running in the background of my mind.
Can you guess what kind of impact that was having on my sales results? Yep…my sales results at the time were reflecting this negative programming in the background of my mind.
If success in your business requires one on one sales conversations, then you need to identify the negative attitudes you have towards selling and let go of them.
We’ve all had negative experiences with pushy sales people and sales is NOT about arm wrestling a prospect into buying your product or services. It has far more to do with your energy and enthusiasm and your ability to convey how your services solve a problem for people.
So think of positive sales experiences you’ve had being a customer or in the sales role and focus your thoughts on those. In fact think of buying situations, situations where you’ve made a buying decision with a salesperson that felt good and you will have a much better example of how a sales conversation should feel.
2. Develop a Strong Positive Self Image
If your business requires selling one on one services or coaching packages, know your value and what results you can bring to your client, whether that’s helping them to create a sales funnel that converts or helping them to achieve their income goals. Knowing the value you can bring and the problem you can solve for clients helps to develop a strong positive self image.
You probably have lots of skills and ways you can help clients but by developing a clear message that communicates how you can help solve a client’s most pressing problem will not only help you close more sales but also, boost your self confidence.
If you’re new to coaching, you probably have some degree “imposter syndrome” going on. Over time, you will develop more confidence as you put yourself out there more and more and have more sales conversations.
See yourself as an expert NOW and focus on what you bring to the table rather than worrying about whether you can deliver the results you’re offering. Again, you’ve probably got skills that someone else is willing to hire you for and that makes you an expert in their eyes.
3. Visualize a Successful Outcome
Visualizing success is very powerful and has been proven time and time again, especially in the world of sports to produce results. Visualization helps you to build confidence in yourself in a sales situation because it elevates your level of belief in being able to achieve your goals.
If your business requires selling one on one services or coaching packages then before having a sales conversation, picture the outcome you want otherwise, your thoughts will likely turn to the outcome you don’t want….no sale.
This doesn’t guarantee that you’ll close the sale but…it will help you to feel more confident and relaxed during the process. And, if you’ve had some sales already, all the better. Recall those experiences and get into how good it felt before you get on your next sales call.
4. Remember that Selling is a Numbers Game
If your business requires selling one on one services or coaching packages, not everyone is going to be ready for your services no matter how good you are at sales. There is no sales person in history who has a 100% close ratio.
So, you are going to get rejected from time to time. Accept it and don’t allow yourself to get shattered when someone says “no” to you. They aren’t rejecting you, they are simply rejecting the result you offer for the time being.
Maybe it’s not a fit for their business or, they themselves lack confidence and don’t feel like they can step up to the plate and do their part. If you get a “no” and feel that you could have handled an objection better, figure out how you will address that type of objection the next time and move on.
And, remember that every “no” you get is getting you closer to the next “yes”.
5. Let Go of the NEED for the Sale
If your business requires selling one on one services or coaching packages, let go of the need for the sale. When we’re attached to the need for the sale because we have bills to pay or an aggressive sales goal that we are trying to meet, we put a lot of pressure on ourselves.
It often backfires when we feel pressure to close a sale because our prospect can sense our neediness. So, let it go. Focus your thoughts on serving your prospective clients and trust the process. If you get a “no” remember that it’s just leading you closer to the next “yes”.
Make sure that your sales process is set up to constantly bring in new prospects so that you will soon have another opportunity for a sales conversation. Keep putting offers out there and relax. It might feel like the wolf is at the door so to speak but if you relax about the situation, things often have a funny way of working out because…the Universe has your back!
Did you enjoy this post? If so, then check out my program, Tapping Into Sales Confidence. It’s a video based program that helps you to release the mental and emotional blocks around selling one on one services. Check it out here.
And, if you have a goal to earn more in your business but feel stuck at your current earning level, reach out to me for a complimentary MONEY BREAKTHROUGH SESSION at this link.
Certified Tapping Into Wealth Coach
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