Your Inner Game
Have you ever been in a sales funk?
Sometimes, it can seem like it doesn't matter how many calls we make, how many new prospects we meet with, we're not making progress. With a sales target looming, it's easy to grow despondent and start questioning why you chose a career in sales or started your business when despite all the action you're taking, you're falling short of results you need.
So, is there anything you can do to turn it around?
Before I answer this, think back to a time when you were having a real purple patch. A time when it seemed that every conversation and meeting you had lead you towards a sale or at least took you to the next stage.
And it didn't seem to take a lot of effort.
And it was fun.
The difference is the way you "show up" in a sales situation: your inner game.
There are 3 keys to getting this right:
1. Cultivate an abundant mindset:
When you're truly coming from a place of knowing there is enough for everyone, and that your job is really about finding a fit and best outcome for your client (even if it's not you), then you are bound to have success. The desperation that can be smelt by a prospect at 10 paces will evaporate. Instead, your integrity and genuine care about helping your client achieve what's important to them will set you apart.
An antidote to worrying about not having enough is gratitude. Make it a daily practice. Focus on what you already have. Take action to ensure that it's simply a matter of when not if you get a sale. Fuel your confidence.
2. Planning and Preparation:
Research your client/prospect prior to getting together. Determine what outcome you want from this next conversation with them, and construct a plan to ensure you understand how you can achieve it. The planning you do prior to your meeting helps you psychologically: you'll feel ready, and the way you'll conduct the conversation will demonstrate your professionalism. The plan will help you crystallise what will move you forward and ask better questions.
Being prepared also changes the way you behave in the meeting. You'll be calmer, exude a quiet confidence and let the prospect know they're in good hands.
Think about what you will wear. Never underestimate the power of appearance. Make it appropriate to your client as a way to build rapport: for example wearing a suit and tie to a creative agency may not work as well as it would when meeting with an accounting firm. Of course you must back it up with substance.
3. Be present:
When you're with your client, be there in body, mind and spirit. Being prepared and knowing your stuff enables you to do this. Listen more than you speak. Make an effort to see behind the words to the fears, frustrations and desires of your prospective client. It will make any proposal you put back to them thoughtful and considered, and will illustrate that you did indeed listen, and moreover that you "got them".
And who doesn't feel great when another understands them? People buy from people they like or want to be like.
Tips from John Buchanan, Beyond 19, Coaching Practicing Lead:
1. Revisit your "PB" (personal best) day, sale, event
2. What did you DO to make the outcome, the result your "PB" ?
3. List down all your actions and behaviours as this is your winning formula.