sales mindset

How Salespeople Can Easily Sell New Price Increases With Confidence

How salespeople can confidently selling new price increases.

Whether you’ve been in sales for 3 months or 30 years, selling new price increases from your company is something we all go through.  And 2022 is seeing price increases like never before!

What do you do when your company announces a significant price increase? 

This happened to me this week, and I know it’s happening to a lot of you, because you tell me it is!  If it hasn’t happened in your company yet, don’t worry.  It’s coming.

My first thought was – this is crazy.  How am I ever going to sell this price increase?  But letting myself get carried away with the thought that I will lose customers was not serving me.

The best news?  It’s actually not that complicated to work through this.  Let me share with you what I did to overcome the fear of selling new price increases.

First, don’t freak out and think the world (or your success) is coming to an end.

Sometimes you may know about the price increase in advance, and you have some time to prepare your clients, …  … and sometimes you don’t.

For some reason, I really struggled with it this week, and I’ve been in sales a long time.  I also struggled with what I sell and the prices I charged when I first started.  That time it took me 6 months to figure it out and get behind the product.  I don’t have 6 months …  

Luckily, I remembered that experience, and I began to think about how I solved that problem.  It was completely my mindset.  Charging people a lot of money for something I wasn’t even sure if I believed in or not.

One thing already learned that I have going for me is I DO believe in what I am offering.  Whole-heartedly.  In my head I also know a price increase is only as big of a deal as you make it.  Leave your personal feelings and emotions out of it.  I KNEW this. Step 1 done.

Has your rent gone up lately?  How about how much you spend on gas each week?  Have you been spending more money on food?   EVERYONE is facing the same situations you are, so it should not really come as a surprise that your company is raising their pricing as well.  I just had to decide that my services are just as valuable as food or gas.

Step 2 – Even though I don’t own the company, I did need to justify the price increase in my head so that I could confidently sell the price increase in my prospects and clients. 

This is where asking my sales manager for help came in.

While I don’t ask for help a whole lot, this is one of those times that I knew I needed some coaching, and quickly.  So I went to him and said, “I am really struggling with how to sell these new price increases to prospects and clients and I would like some coaching, please!” (Because even coaches need coaches and feedback, right?)

A few episodes back, in episode 157, Confidence and Credibility in Sales, I told you how I am not shy when it comes to asking questions.  Usually there are others with the same question.

So the sales team had a brain share…  How we felt about the price increase, because even though we couldn’t change it, we needed to release it so we could move on.  Next we went over the price increase – yes, it’s significant.  But were they adding in any additional value for the customer?  Yes, they are.  And no surprise here.  It is totally in alignment with the future direction the company wants to move in.  And because it is a company I believe in, I have to remember that the profitability of the company is what allows me to continue to work for them, and is an inherent part of my own financial success.  Like it or not, it’s true.

How exactly are we presenting as a team, because it is important to have the entire sales team understand all the features and benefits, and how to present them.  Then we shared different ways we were already presenting our products to our services.  And I don’t care how long you’ve been in sales, it’s always great to get a new idea that is working for someone else.  Step 2 completed.

Step 3 -Selling new price increases in sales conversations and demos.

I need to be able to look a prospect in the eye and give them my recommendations based on what they tell me.  And I need to do it with confidence.  When you are discussing a new price increase in a B2B or B2C situation, it is never a comfortable conversation.  Knowing WHY your customer is buying from you, identifying the importance of their why so you can logically reinforce these points, and showing them how your current pricing is the only way your company  can maintain the level of quality and service the customer expects.

Because I was able to quickly identify my own insecurity about selling new price increases, and clearly present the situation, without being too dramatic, I was able to get back into my happy place in a day or two, and continue on to finish out the month successfully.

Having the experience of not only going through this before, but remembering the struggle when I first started, allowed me to recognize how it felt when I was struggling in the beginning, compare it to the success I have had, and know that I want to continue on having that success in the future!  I love helping my customers AND I love being successful.  This week also reminded me about my why.  You can go back and listen to episode 95 if you’ve forgotten your why and need a reminder.

So it looks like today has turned into 3-step strategy for how to confidently sell new prices increases…

Step 1: Decide that you do believe that what you are offering your clients will truly have a positive impact or outcome in their lives.

Step 2: Ask for help. 

Instead of just complaining about it, do something about it.  I love that we had a team meeting where we could learn exactly what the price increase meant AND share how we planned on moving past it.  You don’t have to be a one-woman show.

Step 3 Practice before you present. 

Ask a team member to role play with you, so that when you are actually with a prospect, you already know what to say and how to overcome any objections.  Be prepared to empathize with the prospect or client, but stand your ground and remain firm with what you are saying.  Because if the prospect or client can sense any hesitancy on your part, they will most likely start to ask about discounts that you may not be able to offer!

Simple, right?  Address the problem instead of letting it fester, break down what you need to do to work through your feelings and move on, and don’t be afraid to ask for help.

How To Turn Your Sales Aspirations Into Your Reality

Turn Your Sales Aspirations Into Your Reality

While goals are actionable and measurable with specific time frames, aspirations are the things that you want – like financial security and losing weight. 

When you think about your aspirations, it’s your time to daydream to be able to think about all the things you want and only admit in your wildest, craziest dreams. You’re not looking to produce any tangible results. You’re just daydreaming.

A goal is something that you plan to accomplish within a specific period of time. Goals are concrete.

Aspirations are a strong desire to achieve something. They are more abstract and less measurable. Your deepest desires. Even if we don’t quite make it, we’re still moving forward. Aiming for something so high that fills a mental and emotional necessity and gives us the purpose of why we do what we do or want what we want.

They keep us moving in our day-to-day daily experiences. Aspirations give us hope.

But without a plan followed by effort and commitment, aspirations are rarely achieved. 

You might have aspirations you aren’t even aware of. For example, are you working hard to create a career in the hopes of giving your family a better life filled with opportunity? Do you feel driven to work too hard? Ask yourself why you’re working so hard.

Take some time to think about the kind of person you want to be.

It doesn’t have to be a “Reach for the Stars” aspiration. What you aspire to do may not seem like a big deal to others but it’s really important to you. Aspiration should, however, reflect what we want. When you have a compelling reason to do something, your level of commitment and attention is much greater than when they are just giving some unexplained goal to achieve.

I am a goal-oriented person. Meaning, I like to know exactly where I’m going and what I need to do in order to get there. 

People who are determined don’t find success by accident.

Instead they have trained themselves to always think and troubleshoot before they undertake projects or pursue specific causes.

They’ve created resources, including many ways to cope with uncertainty and negativity, goal-setting strategies and alternative courses of action when they run into roadblocks and face challenges. They don’t quit, they just find a new approach to reaching their goals.

If you find your original goal is unattainable for you even, after breaking it down into smaller steps like we talked about here, then evaluate and set a new goal that is better for you. Or figure out how to get the extra help you need to reach your original goal.

Aspirations defy logic.

You may not see the specific task to achieve it. You just know it’s important to you and that you want to find a way to reach it. When you can envision what would make you happy, you can begin to see more clearly what you want to do and have. Then you can begin to turn these aspirations into a purpose or goals. Set specific steps that you can take to get what you want for less effort than if you were completely unaware of what your purpose was.

Behaviors consistent with your purpose will require less effort to pursue than if you were completely unaware of what your purpose is. 

A good way to do this is to identify one to three things that you want to improve in your life. Then you set the goals to make it happen. When you begin to set these goals, you are taking the first step into aligning in your aspirations and turning your dreams into a reality. 

Jodi Picoult in Handle With Care wrote,

“I wondered about the explorers who sailed their ships to the end of the world. How terrified they must have been when they risked falling over the edge. How amazed to discover instead places they had only seen in their dreams”.

Which of your aspirations do you need change into goals?

Goals with aspirational qualities are ones that get people excited about doing something to achieve a significant achievement.

● Is your aspiration beneficial to you? 

● Is it sustainable? 

● Is it feasible? 

How do you turn aspirations into goals?

Begin with the end in mind. Create a picture in your mind by which you examine everything in your life. What it means to you. What really matters to you. By keeping the end in mind, you will ensure that whatever you do will align with your overall purpose.

Visualization is what allows us to prepare an idea. Even though it’s just an idea, It helps you to see different possibilities, and how different decisions can lead to different outcomes. 

It uses the power of imagination to help you make changes in your life and drive you towards your purpose. It helps you to shape your character, circumstances, and habits, as well as to attract opportunities and the right people into your life.

Here’s how to align your aspirations:

Write down the things in your life that are important to you. 

✨ What are you good at? 

✨ What things do you enjoy? 

✨ What things don’t you enjoy?

✨ Three to five years from now, what do you want to be doing?

✨ What would you have liked to achieve?

As Stephen Covey said in the 7 Habits of Highly Effective People,

“All things are created twice. First mentally, then physically. The key to creativity is to begin with the end in mind, with a vision and a blueprint of the desired results”.

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3 Reasons You Are Struggling To Reach Your Sales Goals And How To Fix It.

3 Reasons Why You Are Not Reaching Your Sales Goals
3 Reasons Why You Are Not Reaching Your Sales Goals

We all want it… Freedom, security, and well – being, right?  

You probably started your career in sales so that you could have all three. 

Freedom to spend time with your family doing the things that you want to do. 

The security of knowing that you can pay your bills today and plan for the future. 

Well-being – physical well-being and mental well-being. Living life as stress-free and drama-free as possible. 

So why does it feel so hard sometimes? From my years of experience in coaching women in sales, people usually come to me for help after they have tried it on their own. The Wishful Thinker Stage in the Sales Transformation Roadmap. Where you believe you know what works, until it doesn’t, and you become anxious, defeated, and uninspired. 

Or when you’ve kind of figured it out and had some success, making $40,000 to $60,000 a year. But you know there’s more and you want to scale. My job is to create highly confident, empowered sales women.

So today I thought I’d share with you three reasons why you were struggling to reach your sales goals… And how to fix it.

Reason 1. You don’t feel like you own your day, or your time.

For instance, you spend a lot of your time putting out fires, or doing things that don’t make you money or help you reach your sales goals.

You feel like you’re working so hard, but you’re still not making anywhere near what you expected. I get it, because I was once the same way.

It’s so easy to get caught up doing the wrong things that don’t make you money because:

Firstly, you aren’t sure what the right things are. 

Secondly, it’s easier and more comfortable for you to continue to do the wrong things or 

Thirdly, you are not able to set the boundaries you need to set to claim the time you need to focus on to do the things that will make you successful.

One of my favorite clients was falling victim to all three at the same time. Yet within two months of taking my time management program, she had learned to identify what she needed to do consistently to bring her the success she desired. 

She learned how to not get caught up in things that weren’t her fires, or even part of her job. And she learned how to set apart daily time to do the things that would move her closer to a sale, and her success.

When I first met Ashley, she had been with her company for a little over a year. During that time, she had a couple of different sales managers – 3 to be exact. She’d been tossed about, given responsibilities that were not necessarily in her job description. By the time she started to work with me, her confidence level was low. She wasn’t sure if she believed all the “success stories” she said she had been told.

She hadn’t been receiving the direction or feedback she needed to grow “her business”, making it even more difficult for her to believe that she could be successful in sales. I was her last hope.

If you remember, I mentioned earlier that I create highly confident, empowered sales women.

Ashley put her trust in me, and followed the program. It wasn’t difficult, but she had to put in the time and effort each week. As a result, she flourished and grew sales to consistently reach or exceed her sales goals every month.

In Ashley’s own words,

“You gave me vision to change my mindset that I did not have before. You help me build business standards for my business with how I spend my time, and where I need to be in the future”.

Reason 2. Your lack of confidence is holding you back from reaching your sales targets.

You’re stressed about how to run a sales presentation, let alone what you should do or say to close a sale.

In fact, you have probably started to believe that no one is making the kind of money you originally thought was possible. Or at least only a select few that manage to reach their sales goals each month.

You’ve been there, right?  Listening to every sales podcast and reading every sales book, even watching every YouTube video you can find about sales – from many great leaders in the sales industry.

But you can help wondering, “how long ago did they actually meet with a prospect?”  However, do they understand what today’s sales challenges really are, or are they sitting in an ivory tower, like many of the upper management in companies are?

I agree, having a sales toolbox available is amazing. But just how do you take all the great info and make it work for you?

Here’s what Linda had to say about how she felt before she found me. 

“I found myself getting frustrated and lost and overwhelmed.  I just would wake up and do my best to track and organize and listen and set goals and break them down.  What I have been trying to do for years you (Nancy) have clearly identified in a matter of one Saturday.  Wow!!  I’m so happy!”

When you understand how and when to use the sales tools to help you reach your sales goals, and you create a process and system, you gain confidence in yourself and in your process. Until eventually you get to Stage 4 in the Sales Transformation Roadmap, The Unconscious Doer – where you can easily move through the sales process without even thinking about what needs to be done.

Most importantly, you can get to the point where you have the ability to move from using one skill or technique to another seamlessly. When you will be able to read different prospects and selling scenarios. So you can fine-tune your approach, and be present, active and relatable in the moment. For now, just know that you are not alone on this journey, and there is a solution and a way forward.

Having any sales tool box, with all the skills and techniques in one place, available at any time is super important.

You can become familiar with them,. The right time, and place, to use each skill or technique, until it becomes second nature to you. So much so that you aren’t even aware that you are making the transition and pulling the appropriate skill out of your sales toolbox to use effectively. They’re all right at your fingertips in one place.

Reason 3. Your Inner Critic telling you that your success in reaching your sales goals is “not possible”.  

I will tell you it absolutely is.

Everyone deserves to make enough money to have a good life, wouldn’t you agree? That doesn’t mean you’re never going to worry about paying bills again. But it does mean the money will be there when you need it.

You may have begun to believe that there is a glass ceiling for you. That no one is making the kind of money that you originally thought was possible, or that success is saved only for a select few.

I have one question for you, why not you? When you stop playing small, and you have a tested and proven strategy to help you step up into your empowered self, It absolutely is possible for you to reach or exceed your sales goals every month.

Let me introduce you to Vivian, an introvert that did not have any sales background or experience.  She told me that when I hired her. I just had no idea what that meant until we started to work together. By showing her a system that she could follow from her introverted mindset… One where we set certain activities and goals that she felt comfortable with. And a way for her to ask for a sale that was conversational, relationship-building and non-salesy, that she felt comfortable with.  It also turned out that Vivian was highly goal-oriented.

By using her strengths to build a system just for her, Vivian went from 0 to consistently reaching her monthly sales goals, within 3 months, using the techniques I share in perfecting your sales presentations and the setting your goals programs. In other words, we created a very confident (and successful) introvert.

Vivian surprised even herself with what she was able to accomplish in such a short period of time.  And she was able to do this with also having 2 small children at home that obviously also needed her attention.

Yes, it is absolutely possible for you.

Do you recognize yourself in any of those situations?

A career in sales can be amazing – there’s no “glass ceiling”,  except what you think you are capable of. Because the more you sell, the more you make. 

It all starts with your mindset – the third part of what we all want. Freedom, security and well-being. Your mindset is 50% of the battle. That is why I focus so much on that both in the podcast and in my coaching. It’s step one in the process of confidently scaling your sales into 5-figure-a -month paychecks in a way that feels good to you. 

Are you looking to go from a Wishful Doer to a Competent Doer and even an Unconscious Doer? Where you can move through your sales process without even thinking about what needs to be done?

Where handling objections and asking for a sale are a piece of cake? You’re in luck … I’ve created a step-by-step plan of action to help you move from that Wishful Doer to an Unconscious Doer.

The 5-figure-paycheck membership. It’s like having a private sales coach without the private coach pricing. A place where you can ask questions and get answers directly from me. A place you will be lifted up by other women going through exactly what you are going through. And you don’t have to join another Facebook group.

Just click here and start on your journey to becoming a confident, successful saleswoman now. 

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How to Become a Top Sales Performer

The best way to help you become a top sales performer is to start from the beginning.

So let’s see where you are in the process.

The Visualizer – Stage One of the Sales Transformation Road-map.

As you probably know by now, I’ve created the Sales Transformation Road-map to help you see where you are now — what stage you’re in on your sales journey, and to guide you on what you can do to push on and get to the next stage, or level, and become a top sales performer.

This article focuses on stage 1 – The Visualizer, because if you’re anything like me, we’ve all felt a bit like we’re back in stage one again this year, at times.

I’ve had to rethink a lot of my “sales structures” this year, relearn a new way of doing things to stay successful, like adopting new technologies and email campaigns instead of cold calling on the phone. This was super frustrating at times. As a successful saleswoman, I’ve been doing this long enough where I should have it all figured out, right?

The Sales Transformation Road-map
The Sales Transformation Roadmap

But 2020 has turned a lot upside down and kept me on my toes. Adjusting, readjusting, and going back to where I started. Back in April and May it felt like I was changing every week. It reminded me about what it was like when I first started in sales, when I was a Visualizer. Because I felt right back there again this year.

When you are a Visualizer, you know you want to create a life for yourself with more income and more freedom, but you aren’t sure exactly how to become a top sales performer.

You may have had some sales experience before, and some success prospecting and even in closing sales. But it’s not consistent, which makes it very difficult to project your monthly income.

Your company may offer some sales training to you — but probably it’s more like products training on the products or services that you’ll be selling, not necessarily how to sell it. You are probably spending a lot of time listening to  sales podcasts, watching YouTube and reading sales books..and wondering how do you relate all that to selling in 2020 so you can become a top sales performer.

So you’re a bit stressed out, frustrated and maybe even thinking about taking a break from your sales job. I get it!

In the beginning of April 2020, I was really scared about how I could possibly make sales work. Luckily, I had used Zoom for my online trainings, so I was very familiar with how it works with virtual selling. Unlike most of my colleagues that had never even heard of Zoom.

I kept pushing through, because I believe in what I am selling and how it helps people.  Ask as we speak, I am back to selling remotely from home.

In stage one, you feel like you are barely keeping your head above water, with all you have to learn and all you have to do. Between your business and your personal life, it’s overwhelming at times. 

I definitely felt like that again this year. In fact, I still do. How do you do everything you need to do and still find time for yourself and your family?

By the time I get home at night it’s hard to find energy to do much more than sit on the couch and watch TV, or is it just me? On top of that, your inner critic is mean and keeping you stuck by telling you to give up. Your inner critic is designed to help keep you safe… But sometimes I just want to lock it up! You are trying to create a positive change in your life – don’t let your inner critic stop you.

Lastly you may feel like other people are influencing your decisions and your lack of ability to move forward and find success – like that sales manager that doesn’t provide much guidance to you I say help yourself. Because no one wants success for you more than you do. No one is coming to save you, and if you want it badly enough you have to figure it out.

So how can you pick yourself up and help yourself move from Stage 1, the Visualizer to Stage 2, The Standardizer?

Start by assessing your current habits and identifying those things that you want to change.

Take a look at the things that you are doing now or have tried before that do not work for you. Determine what is working for you right now. You don’t have to do it all – do what works for you, because that is what will make you successful.

 We all have our own strengths and weaknesses. Do what works for you.

Watch with the best sales people in your company are doing to be successful – what can you learn from them?

Also, ask yourself why you want to be a top sales performer? Is the money and the freedom to do things with your family? Is it saving for a new house or a new car?

Be very specific on why you want to be a top sales performer. Have a you have a visual of what you are working so hard for. You are more likely to not give up if you know exactly what and why you are working to achieve something.

If this sounds like you, go back and listen to episodes 1 through 6 of the Sales Made Simple podcast. When I first started this podcast, I went through the most basic things first. Episode 1 through 6 are designed help you in this stage.

Just to show you what is possible for you, and give you something to strive for,

Stage 4, the Optimizer, is someone that can easily move through the sales process without even thinking about what needs to be done or said.

A top sales performer.

They can easily handle objections, and asking for the sale is a piece of cake.

So you see, it is possible!

If you want to download the entire roadmap / guide click here. You will see all five stages or levels of the sales success and what you can do to grow from one step to the next, until you become a top salesperson! Let me know what stage you relate to the most with where you are now.

The reason I thought it was so important to do this with you and walk through is because we are all waiting for that day in the near future when we can travel and be with our friends and family again.

Don’t you want to know you have the resources and money to do that when we can?

So work on your success. What you choose to do now will affect how you were able to live your life next year at this time. Keep moving forward, even if it’s only a little every day.

 Focus on where you want to be, not on where you are now, and thank you for letting me be a part of your journey. 

Recent blog posts:

How to Set Sales Boundaries

Setting Personal Boundaries in Your Sales Job

Setting sales boundaries with your clients, and your co-workers, requires patience, and strength. It’s something you have to decide ahead of time and plan for it. Stick to your decision, or you will find yourself feeling frustrated and resentful — with people calling you early in the morning, late at night and on weekends.

For phone calls, you can record a welcome message stating what “open” hours are. I don’t check my emails after work hours. But you can’t do that for texts. 

The hardest type of communication for me to avoid are texts, because you can’t miss them. A text requires a more immediate answer than a phone or an email. Although I have found a way to put an “out of the office message” on my iPhone. If you would like that tip please send me an email and I will share that amazing tip with you.

Setting Boundaries In Your Sales Workplace
Sales Boundaries In Sales In 2020

Sometimes it is easier to do some work at home after the kids go to bed. That way can have everything set up and laid out for you when start working in the morning. It has allowed me to work 4 days a week when they were little, so I could spend more time with them. There’s always a trade-off, and the choice is yours.

The point is, set your sales boundaries.

For example, right now, when I am off, I am off. Because sometimes I work weekends, I may take a day off during the week. I had to work to get people in my office to understand that the day off is not a day for them to send me messages and expect me to call clients back. And I give them the sames respect.

When I did take those call and messages, I found I ended up working for 4 or 5 hours, on my day off.

When you’re in the sales, people will always have something they need from you.

But if you are not taking the time you need to work out, get basic housework done, go to the dentist, do laundry, etc, you will become tired, overwhelmed and resentful. So now, when people call me on my day off, my office tells them, “Nancy is not in the office today but will be back tomorrow”. And I haven’t lost a customer yet because of it.

How about setting sales boundaries with your clients.

Do they call or text you regularly after hours or before hours? If you’re okay with that, fine. If not, you may have to change your phone greeting to reflect the hours you will be “on call” and available. I think the biggest thing is to let your customers know and keep them informed. 

Part of why customers get frustrated with salespeople is because prospects and customers don’t know what to expect. So be clear in your message — your clients and your co-workers will learn to respect that space.

Setting sales boundaries with “perpetual prospects”.

Have you ever had a potential client continue to set up a meeting after meeting, where you were hoping, and they were promising, to spend their money with you? When was the point that you realized that they were just using you to get some work done for free? Or they were using you to provide that third quote they needed to make their decision, or they just came in to chat and pick your brain?

Has that ever happened to you? In my earlier sales career, I would spend time with these people, sometimes hours. And the more I gave, the more they wanted. But when it came time for them to buy something from me, they would have excuse after excuse. Sometimes going so far as becoming upset with me for having the nerve to ask for a sale. I call these people “perpetual prospects”.

This includes people that repeatedly stopped in to see you without a sales appointment.

Over the years, I have gotten better at asking questions to weed out these “time suckers”. For one, I limit my meeting times with them to 20 minutes. Set the boundary. 

If I find they are price shopping, and I am number two on a list out of three, I ask them to see me last. I want to be the third person they see. Some prospects will accommodate me. When they do come in to meet with me, we can usually come up with an agreement. 

Others become angry, especially if I ask them to come to my office. Not only am I am in a bidding war, but they want me to go to their home or office. Draw the line. They have probably already made their decision. They just want you to make them feel better about their decision, without even having enough skin in the game to get into their car to meet you at your location, where you can show them how you can solve their problem in a better way than your competition can.

I have found the more demanding a sales prospect is, the less likely they are to buy from you.

So, we’ve talked about setting boundaries with your co-workers, and setting boundaries with your clients. There are times it is okay to nicely and respectfully say no.

Now let’s talk about setting boundaries with yourself.

There are some times that we want the sale so badly that we may compromise our own values. If you have a vision for what you want your life to look like, it’s easier to set boundaries with yourself. This will allow you to reach your goals faster.

An example of this is – how many hours you were willing to work each week. I will work up to six days a week, but I need that one day off. 2 days would be even better, but let’s remember you were in sales and probably working on commission or salary plus bonuses. If you want to make the good money you have to be laser- focused at work to accomplish what you want in the shortest amount of time possible.

When you are planning your calendar, enter the things you need to do for yourself first —

Those things that will help you run at optimum capacity, like doctors appointments, oil changes (you can’t drive anywhere if you don’t maintain your car), even work-out time and time with family and friends. You need that time to unwind. Then plan your client appointments around that.

By setting your personal boundaries and deciding how to handle the “boundary breakers” before they even happen, you will save your sanity and be better equipped to politely put your foot down, while still being able to serve your clients, and your entire business, in the best way possible.

Take your power back and make the decision yours.

And remember those people that become very demanding. Are they a customer or a Perpetual Prospect – demanding more of your time and resources without showing any signs of buying, except on going, long-term promises?

Ultimately how you run your business, which is what you are doing in a commissioned position., is up to you. The better the plan you have in place, the happier and more productive you will be.

Setting Sales Boundaries in 2020
Setting Healthy Sales Boundaries

2020 and 2021 have been a different kind of year for everyone, hasn’t it?

They’ve been the biggest years of changing and adapting ever, and while the basic sales tips and techniques still serve me well, I’ve had to adapt to more virtual and remote selling, even better preparation before presentation, using new technology – the list goes on.

One thing I’m really struggling with is taking time for a “vacation”. For one, it’s not like I can hop on a cruise ship and disappear for a week. 

I have found the opportunity for virtual and remote selling means that I am taking sales calls even when I am home, because I can! I think customers expect you to be more available, as the days seem to run together for all of us. Is it Sunday, or is it Tuesday?

Setting sales boundaries has become something I’ve had to work at even harder.

While I love my sales career, I also need to clean the time for myself. When will I take calls and texts, and at one point do I let them wait for the next day?

As a salesperson, it’s extra hard, because many of us are paid only on our sales performance. It’s hard to set those boundaries when it affects my livelihood and the opportunity to make money.

It’s harder to tell people that I’m going away for the weekend, or even the day – with social distancing and all. Especially when my prospects for spending more time at home, too.

Because I’ve been very clear, and adamant about setting boundaries, it’s all working out, but it has taken some extra planning, and my being a little more comfortable with saying no. I have been limiting the amount I spend “checking in”, or checking messages on my my phone.

So, if you are feeling like you are having a tough time separating your business life from your personal life, and creating a new work/life balance for yourself, here is another tip for taking that time for yourself, without alienating your customers.

Stand your ground.

Set the times that you were available, and not available. It helps if you are clear in your voicemails and email auto-responders about your availability, and when or how long it might take before you get back to someone.

I stay a bit later at the end of the day to make sure I return every phone call and email I have gotten that day. I have always done this, but setting that boundary, and lettering people know that may take me a little longer to get back to you is working. 

It did take a while for people to get used to this, but there’s only one of me and I want to give everyone the attention they deserve, not just jumping from one client to another and getting nothing completed.

I don’t think I’m the only one feeling this way, which is why I feel it’s important to talk about. We are just trying to figure out our “new normal” and learning how to get through a very stressful time.

In fact, according to Teachable, there has been a noticeable increase in sleep disruptions. As our routines and schedules change, and with the extra stress placed on us… I am either sleeping really well or I am up aimlessly wandering the house in circles at 3 in the morning. I know it’s not just me, because I can see those emails from you all come over at 3 a.m., too!

It can be tempting to get some work and if you can’t fall asleep. Fight that urge and do your best to stick to a “work schedule” to help you maintain those boundaries you are working so hard to set up.

Just know that you are not alone in trying to figure out how to make this year and it’s new challenges work for you.

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Loose Your Ego to Gain The Sale

Loose Your Ego to Gain The Sale

When I was putting together the top 10 things Every Salesperson should know, in my opinion, a few weeks ago, I came across a very important thing that I know I have been guilty of. I see this with almost every salesperson at one time or another.

Loose your ego.

OK, I can hear screams of “I don’t do that”. But, it doesn’t just mean that you are an obnoxious, salesy salesperson and you need to calm down a bit .

Allow me to compare it to a 22-year-old that is trying so hard to make it on their own that they don’t want to ask anyone else for help. Maybe because they’re embarrassed or maybe because they just want to prove that they are capable of doing it on their own.

 Salespeople are the same way. And I will give you the same advice that I gave my twenty-two-year-old … you don’t always have to do it on your own. You are not alone. I even heard people say that you don’t have to be the Lone Ranger.

Loose Your Ego and Gain The Sale
Loose Your Ego and Gain the Sale

It’s okay to ask for help.

Whether it is a trusted co-worker or a manager. No one is going to judge you, and you will complete the sale and provide better service to your customer, which is the goal.

Let me put this another way – would you rather close the sale, give the customer a better experience, maybe even learn something from another sales person, and have a slightly bruised (and grateful) ego or have the prospect walk out the door, possibly to never return, while keeping your ego intact by making up a great excuse as to why at the prospect blocked.

 Will this work every time? No. But in the case where the prospect is on the edge and needs just a little bit of encouragement on making the best decision, this is the perfect type – no matter how well-seasoned you are, loosing your ego to gain the sale is a win – win for everyone.

 We’ve all talked about that trust factor, right?

Did you know having a co-worker come into your meeting for just a minute, to answer a question or give their opinion. Or say something nice like “You’re in the best hands with Nancy” as they leave can help create that trust in closing the sale? It takes a big person to loose their ego.

 Think of that twenty-two-year-old – when they allow you to help them the drama and quickly, doesn’t it? They just wanted to hear that “Hey, you are not alone” and know that someone has their back, just like your prospects.

 Sometimes we interchange the word “ego” with the word “confidence”.

The definition of ego is a person’s sense of self – importance. Especially when contrasted with another self or the world.

And the definition of confidence is the positive feeling of one’s own abilities or qualities and the self-assurance arising from one’s appreciation of them.

It’s a fine line.

But can you see the difference? Ego is about recognition and you. Confidence is the knowledge that you are competent and self – aware that you possess the ability to help your customers and prospects.

Is it possible to be a top salesperson while keeping your ego in check, or at least grounded and humble? I think it is.

Here are some things you can do to help you loose your ego, and stay grounded and centered.

One thing is to do a self awareness check periodically.

Are you snapping your co-workers more than you usually do? Have you been doing really well lately? Do you feel you deserve special treatment because of your success?

Tough questions to ask and answer – but my guess is, if you’re reading to this, it probably means you have your ego in check. Because you are actually taking the time and doing something to improve yourself, and your sales. For more on being a confident salesperson you can click here.

Another thing I have found that helps to keep me centered and loose my ego is … gratitude.

Be thankful for what you have; you’ll end up having more. If you concentrate on what you don’t have, you will never, ever have enough.

Oprah Winfrey

Expressing gratitude every day.

It helps keep us centered on what really is important in life. It helps you to remember how blessed we truly are, even if it doesn’t always feel like it.

 When you find things throughout your day to be grateful for, it helps keep you motivated and upbeat.

We should also be grateful for things that we don’t necessarily think we should be grateful for

like failures. Because throughout our failures, we can find a way to learn from them.

Some of my biggest failures have led to some of my biggest successes. And if I had not experienced these failures, I would not appreciate where I am today and how far I’ve come – although I know I have a long way to still go.

Our societies are currently learning from our failures, and it is painful, isn’t it? But I am hoping for a much – need to change all over our world, and I am grateful to be a part of the change.

 Are you grateful for your job and career, and the relationships you have me because of what you do?

Why Gratitude In Sales Leads to More Sales
Why Gratitude In Sales Leads to More Sales

It’s proven that having an attitude of gratitude also increases your sales by 37%.

Sean Anchor, who wrote The Happiness Advantage, also wrote an article called The Happiness Dividend for the Harvard Business review.

In his article, he shares five things you can do everyday to train your brain for higher levels of happiness. He said, “gratitude, focusing on positive experience, exercise, and random acts of kindness are all ways to change the pattern through which your brains use work.”

I found another article, The Science Behind Gratitude (and how it can change your life) by Derek Carpenter.

He writes about the benefits of practicing gratitude regularly.

I believe it’s “practicing gratitude” because, as I said before, it’s a choice. There are days we may not feel we have anything to be grateful for? Right?

Sometimes we get caught up in everything going on around us… things we have no control over. And we forget that we don’t have to do this alone. We just have to loose our ego and allow other people in to help.

Practicing gratitude is something you have control over.

This may sound a little “Woo”. But, if you are feeling confused, stressed, and a little bit overwhelmed lately, why not try loosing your ego practicing gratitude this week? 

Try writing down three things today you are grateful for everyday in one week, and let me know how you feel. Does it help you to stay grounded, focused, and not ego-centered with your coworkers and your customers? Did you find you are actually selling more and less stressed?

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