I can’t say enough about the importance of you increasing confidence in your sales process if you want to increase your overall volume.
Last fall I wrote a blog post about the personal development side of increasing confidence in your sales. Check it out because it’s a critical piece of this confidence puzzle. https://amywalkerconsulting.com/the-sales-you-desire-are-just-a-little-confidence-away/
But, today I want to focus on the tactical side of increasing confidence in your sales so you can close more deals!
Here’s 5 things every sales person should do:
- Get your hands on a great sales script. A well written script isn’t just a set of memorized words to help you know what to say. It takes into account the psychology of sales. It understands that the buyer needs to go down a mental journey in order to make a decision. So it is structured to create that movement. If you don’t have a good sales script, hire someone to write it for you, study sales scripting, take a sales course (I happen to have a great one!) or better yet, do all of the above. You need a great sales script!
- Learn how to overcome objections. This is a critical do not skip step in building your sales confidence. Nothing sinks your confidence faster than hearing those dreaded excuses. I can’t afford it. I don’t have time. It’s just not the right time… or insert in whatever excuse you hear most often. In those moments your brain starts to get a repeat memo that if you’re not careful you start to believe. Stories are expensive my friends and you can’t afford to buy them! So rather than go down that path. Learn how to be GREAT at overcoming objections. Need to know the steps? Here’s a link to one of my Youtube videos that will show you the step by step process. Please like, comment and subscribe!
Shadow someone who is great in sales. Find the person in your organization who is closing the most deals and ask if you can shadow them. Listen to their sales calls. Hear how they connect with clients. Hear how they build trust. Hear how they present the product and how they overcome objections. It won’t take any more time or effort for them because you are simply tagging along and taking notes!- Role Play. Once you have the scripts and the overcoming objections process, now you need to practice. I recommend that you start practicing with someone that is familiar and comfortable to you. My husband is my sales role play partner. First he is going to be harder to close than anyone else. He does not let me off the hook easily. Second, there’s no pressure. He’s got my back whether I’m doing great or whether I stink. So find that person in your life and practice!
- Live Practice. There is simply no other way to master your sales confidence than live practice! Sales is not a skill that you can learn from theory. As much as you prepare and try, you simply have to actually do it to get it. So get out there and practice with real live prospects. Give yourself permission to be imperfect. Give yourself permission to be nervous. Just do it anyway!
Shadow someone who is great in sales. Find the person in your organization who is closing the most deals and ask if you can shadow them. Listen to their sales calls. Hear how they connect with clients. Hear how they build trust. Hear how they present the product and how they overcome objections. It won’t take any more time or effort for them because you are simply tagging along and taking notes!
You’ve got some great resources here! So get out there and start closing deals!