Something that I see a lot when working with women that sell is that we look at sales and selling as manipulation.
I’ve been in many sales conversations where I walked out feeling as if I needed a shower, … and many of those times those clients canceled their orders. If you are anything like me, you are a little less pushy. You take the time to learn about the client and what they want or need, and your role is just to guide them to make a decision and show them how to get what they want.
Let me ask you a question. Do you believe that what you offer will make someone’s life better, easier, happier, or in some way improve their life? If so, you are doing a disservice by not sharing your products or services with your prospects and giving them the chance to allow you to help them.
Selling doesn’t have to be icky …
It’s about uncovering the result your prospect is trying to achieve, sharing a couple of options with them that would help them reach the outcome they desire, and showing them how to start on that path today so that they can get what they want as quickly as possible. You are offering people and companies solutions to their problems and a way to fix it and make it better.
We are all living in a world where everyone is OVER the pandemic. You, your prospects, and your company. So if you haven’t already, you will soon see your company expecting more of you and requiring more of you, including raising their prices and possibly your quota. You may have already seen signs or heard rumors of this “gearing up” for more sales and profitability.
And your prospects in a B2B world are feeling the same pressure within their own companies. To get moving on the things that may have been put on hold – things that will make their companies more noticeable and profitable.
Knowing this, it’s a great time to be in sales. It’s like Erin Jackson being at the starting gate of the 1000 meter race, waiting to take off. The anticipation of winning … all the practice and planning.
That’s where we as salespeople are now. Jockeying for position to win the gold.
And yes, there’s some tough competition out there. So how badly do you want it?
Why do you want it? We all have different reasons … so do a check in with yourself – where can you make the biggest impact? Help the most people?
Being in sales is an honest and integral part of any business.
We are the revenue generators of a company that allow companies to fund other parts of their business. It’s a very valuable and important roll. So step outside of your comfort zone and realize the possibilities and opportunities available to you for personal growth in your company and your field.
The key to success is controlling your own agenda and direction, every day. If what you are doing today is not bringing you the results you want, change your direction. Take a look at where you are spending your time. What are you doing now that brings you the best results and do more of that.
While you can increase the number of conversations and demos, show your customers and prospects how they can get the most out of your product or service. Explain to your prospect all the people on your team that are involved in making their experience with you and your company successful. This allows you to do your job, and lets your prospect know that they will be interacting with other team members once you help them.
And even if you are using A I to generate leads and walk them through a process, 76% of B2B buyers still find it helpful to speak to someone directly, either in person or on the phone.
Please don’t overlook that personal touch that so many buyers and consumers are not getting. Balance your company’s digital communications with your human touch.
Much of that “personal touch” has been removed in 2022, yet many of our prospects still crave that human interaction.
You are the “face” of your company. And how you interact with a prospect will either give them the confidence to choose you, or not.
And it’s much easier for someone to ignore you when they don’t see you as an individual.
Let them know BEFORE your meeting that you, personally, have some important information to share with them, and why this information is important for them to hear so that they are excited to meet with you.
By the time you actually meet many of your prospects, they have already checked out your company’s products and services,
and they are just looking to YOU to confirm that purchasing from your company is the right decision. They have probably checked out your competition, too. And are looking for you to prove to them WHY choosing your company over your competitor is the best decision for them.
In many cases, your prospects are already educated.
Ask questions to find out what they know, what they don’t know, what they think they know, AND what they need to unlearn – based either on false information or a misconception about something they have heard or read.
Because our prospects ARE so educated and have solidly formed perceptions and opinions before we even have a chance to personally speak with them, it is important to have that personal interaction with them as soon as possible in the opinion-forming phase.
We touched on having confidence in what you sell. Believing that what you offer makes a difference is super important.
Your goal with your offer is to get your prospect to the same level of enthusiasm that you have.
That’s impossible for AI alone, so give your prospects some human touch before you meet them.
Your prospect will pick up on your body language, facial expressions, AND your words. You can go way back and listen to episode 19 about Body Language. It will help you not only understand what your prospect might be thinking, but also show you the hidden signals you may be giving your prospect.
Lastly, while no company is perfect, you need to believe that what you are showing your prospect is the best decision to help them meet their needs.
Every company I know is having supply chain issues. Remember that when you have your sales conversations and demos. Because no one is immune – not your company or your competitors. So focus your energy, and your words, on what you can control.
Instead of telling your prospect what you can’t do, let them know what you can do.