Some salespeople are uncomfortable doing much more than presenting their offering. It’s their favorite part of the sales process. They get to show the product, handle it, and amaze their ‘audiences.’ If you’re great at presenting, that’s wonderful, but it won’t necessarily generage sales. You must ask for the business, directly and clearly! There can be no misunderstanding on the part of the client that it’s decision time. [Read more…]
Fear is the greatest enemy you’ll ever encounter as a professional salesperson. Your fear, the prospect’s fear, market and trend fears and so on.
What do we fear? As salespeople, we fear saying or doing things that may halt a potential sale. Hopefully, you’ll learn to recognize and conquer your fears through continual education, practice, drill and rehearsal of strategies and tactics that will keep you ahead of the pack.
A tough part of our jobs as salespeople is in helping others understand and overcome their fears so we can earn the opportunity to help them make decisions. Fear is what builds that wall of resistance we so often run into. You must master the skills to either climb over or break through those walls.
Here are some other common, normal and potentially paralyzing fears that many people face in decision-making situations and what you should do about them. [Read more…]