How does the idea of selling make you feel? Slippery? Slimy? Scummy? For many, it’s not a great feeling. Unfortunately, the image many of us have of selling is not positive because we’ve experienced poor-selling experiences where we’ve not been right, but the salesperson has ignored the obvious and carried on. But the ability to sell is essential if you want to run an online business. The good news is, as it’s your business it means you get to choose if you wish to sell in order to serve or sell the scummy way.
If you suffer from an aversion to selling, this is something you can easily get over. It just takes a slight change of mindset.
One major reason people hate selling is that they see it as something manipulative. You’re trying to convince someone to buy something against their will and using dirty tricks to do it. But if you’re offering a product that’s actually helpful for the prospect, there’s no manipulation involved. You’re “serving” them, not “selling” to them.
For example, let’s imagine that you’re selling coaching sessions to help clients build an internet-based business. Rather than convincing the person to sign up by emphasizing your skills and credentials, you could offer a free session where you teach a few crucial things they can apply today to get results. Once they try what you taught them, they’ll realize the value of what you offer.
Another reason we hate selling is that it seems pushy and annoying. The typical image of the salesperson is someone who’s talking a mile a minute and overwhelming a prospect until they are helpless and ready to buy.
Actually, in order to sell well, you need to be a good listener. You need to understand your prospects well and understand their needs. After offering your service, follow up with them to see what they liked and what they’d like to see improved or changed.
We often see sales as impersonal. People are just numbers. You go for quantity over quality, hitting as many prospects as possible until one buys because it’s a numbers game. But good salespeople connect personally with their prospects. First, you make a personal connection. Then, with respect for your prospect, you work together to find solutions to their problems.
Many of us hate selling on a much more gut level. The reason it makes your skin crawl is because of those two simple letters: NO. To put it simply, rejection hurts. Even when you know it’s not a personal rejection, it can still sting when you go to great effort to explain your product and the prospect, in the end, says ‘No’.
There are many things you can do to build up confidence. Confidence grows naturally through experience. The more you face rejection, the tougher you get to it. But you can also gain confidence by understanding your product well and how it genuinely helps people. If you know the strengths of your product, you can better communicate this to prospects.
If you want to remove the blocks that keep you from effective selling, check out our new sales training course for service providers, coaches and consultants. The course teaches you step-by-step how to turn prospects into purchasers, including how to overcome negative feelings you have about selling. You’ll love how it feels to have more financial freedom in your life.
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