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Keeping Confidence Up Even When Sales Are Down
Your
state of mind has a major effect on your success in sales (or lack
thereof). Developing an emotional bond of sorts with your prospects
is a huge part of selling. If you're feeling anxious or you're
convinced you're going to fail, prospects will notice it no matter
how hard you try to fake an upbeat mood. So building confidence in
yourself and keeping that confidence going even when sales are slow
will have a major impact on your sales.
Find
the Fun
Sales works best when you treat it as a game. Treat each stage of each sale as a challenge that brings you closer to winning and you'll find a lot more fun in your work. Setting up a bunch of appointments or sinking your teeth into a juicy new lead list are just as important to the game as the final, closing stages, so don't fixate on your closing numbers alone. Remember, if you're enjoying yourself, your prospects will notice and appreciate it.
Sales works best when you treat it as a game. Treat each stage of each sale as a challenge that brings you closer to winning and you'll find a lot more fun in your work. Setting up a bunch of appointments or sinking your teeth into a juicy new lead list are just as important to the game as the final, closing stages, so don't fixate on your closing numbers alone. Remember, if you're enjoying yourself, your prospects will notice and appreciate it.
Treat
Yourself
Set a few reasonable, attainable goals for yourself and decide on appropriate rewards. For instance, you might set a goal of 200 cold calls this week and treat yourself to dinner at your favorite restaurant if you make them all. Always choose goals that are within your control, not ones that depend on someone else's actions. In other words, deciding to spend five hours a week doing door-to-door calls or sending 10 emails a day to existing customers are controllable goals. Deciding to close five sales a week is not, because closing sales is dependent on the prospect's decisions and isn't something you can control. If you setsmart goals for your activities. and achieve them, the sales will come.
Set a few reasonable, attainable goals for yourself and decide on appropriate rewards. For instance, you might set a goal of 200 cold calls this week and treat yourself to dinner at your favorite restaurant if you make them all. Always choose goals that are within your control, not ones that depend on someone else's actions. In other words, deciding to spend five hours a week doing door-to-door calls or sending 10 emails a day to existing customers are controllable goals. Deciding to close five sales a week is not, because closing sales is dependent on the prospect's decisions and isn't something you can control. If you setsmart goals for your activities. and achieve them, the sales will come.
Learn
to Love “No”
Salespeople hear the word “no” a lot. If you take them personally, you will burn out fast. When a prospect turns you down it often has nothing to do with you! He might be having a bad day, or he just bought a similar product from a competitor, or he can't afford your product, or he's just not a good fit. None of these things are your doing and they will happen regularly to every salesperson regardless of skill. So every time a prospect says “no” just remind yourself that they're rejecting your product offering, not you.
Salespeople hear the word “no” a lot. If you take them personally, you will burn out fast. When a prospect turns you down it often has nothing to do with you! He might be having a bad day, or he just bought a similar product from a competitor, or he can't afford your product, or he's just not a good fit. None of these things are your doing and they will happen regularly to every salesperson regardless of skill. So every time a prospect says “no” just remind yourself that they're rejecting your product offering, not you.
Don't
Skimp on Preparation
Feeling nervous before a big presentation? Putting in some prep time beforehand can really ease your stage fright. The more research and preparation you do, the better you'll feel heading into a meeting. Preparation is most important before a sales pitch, but it can help with every stage of sales – for example, having a list of common objections and your best responses in front of you while you cold call can make you feel better armed to get the appointment.
Feeling nervous before a big presentation? Putting in some prep time beforehand can really ease your stage fright. The more research and preparation you do, the better you'll feel heading into a meeting. Preparation is most important before a sales pitch, but it can help with every stage of sales – for example, having a list of common objections and your best responses in front of you while you cold call can make you feel better armed to get the appointment.
Take
Risks
It may sound crazy to talk about taking risks when you're trying to build up confidence in yourself, but it works surprisingly well. When you operate outside your comfort zone, you stretch your mind and learn new things. If you try a new sales tactic – like selling via social media or reaching out to a new type of prospect – you'll win every time. If you don't succeed in making sales, you won't feel too bad because, after all, it's your first time trying. And if you do succeed right off the bat, you'll feel terrific. In either case, once you return to your regular sales techniques you'll find them much easier in comparison to the new methods you just attempted.
It may sound crazy to talk about taking risks when you're trying to build up confidence in yourself, but it works surprisingly well. When you operate outside your comfort zone, you stretch your mind and learn new things. If you try a new sales tactic – like selling via social media or reaching out to a new type of prospect – you'll win every time. If you don't succeed in making sales, you won't feel too bad because, after all, it's your first time trying. And if you do succeed right off the bat, you'll feel terrific. In either case, once you return to your regular sales techniques you'll find them much easier in comparison to the new methods you just attempted.
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