Often people have asked me, "David, what do you think the most stressful thing is about selling?" Well, that's a good question and one I've given a lot of thought to over the years. In that time my view as to the right answer to that question has also changed.
At the beginning I used to believe it was Opening the Sale. How do you get in, establish the need, create desire. Yes that's it. Once I'm in, I can sell my product but then you've got to get to the close. Ah, The Close - now that's the most stressful part of the sale, The Close. And so it went on.
Having worked with sales people and interviewed many, there is a common trait that underlies every thing that can seem to be stressful in selling and it is this:
Not Taking Action.
You see, selling, sales techniques or the ability to sell is about three things - Knowledge, Skills and Attitude. If these three things are not right, then you would be as successful in selling as you could be and your making the whle process of getting a sale more stressful than it need be.
So here's a How to Sell Coach Top Tip or making selling less stressful. Selling can be stressful if you don't equip yourself with the right knowledge. Have you been on the courses, read the books, done the research, asked for information? If not you're not going into the call sufficiently prepared. You know it and your client knows it.
OK so you now have the knowledge but do you know how to use it. Have you practiced it in the classroom, with your manager or a colleague, are you doing the calls to perfect your skills. Finally attitude. Do you feel right about yourself and your product. So much so that you can't wait to get out there and take action.
Get these things in place and you'll take the stress out of selling.
At the beginning I used to believe it was Opening the Sale. How do you get in, establish the need, create desire. Yes that's it. Once I'm in, I can sell my product but then you've got to get to the close. Ah, The Close - now that's the most stressful part of the sale, The Close. And so it went on.
Having worked with sales people and interviewed many, there is a common trait that underlies every thing that can seem to be stressful in selling and it is this:
Not Taking Action.
You see, selling, sales techniques or the ability to sell is about three things - Knowledge, Skills and Attitude. If these three things are not right, then you would be as successful in selling as you could be and your making the whle process of getting a sale more stressful than it need be.
So here's a How to Sell Coach Top Tip or making selling less stressful. Selling can be stressful if you don't equip yourself with the right knowledge. Have you been on the courses, read the books, done the research, asked for information? If not you're not going into the call sufficiently prepared. You know it and your client knows it.
OK so you now have the knowledge but do you know how to use it. Have you practiced it in the classroom, with your manager or a colleague, are you doing the calls to perfect your skills. Finally attitude. Do you feel right about yourself and your product. So much so that you can't wait to get out there and take action.
Get these things in place and you'll take the stress out of selling.
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