Written by Sean McPheat |
14 March, 2018
Do you know what the two main fears of selling are?
Want me to tell you?
Well, they are:
1) The Fear Of Rejection From You
2) The Fear Of Making A Mistake From Your Client
Let’s look at these a little more closely:
The Fear Of Rejection From You
A lot of sales people don’t make as many calls as they should do or are afraid of hearing a “no” simply because they don’t like to be rejected from the prospect.
This is the NO 1 sales killer for sales people.
Let me tell you, if this applies to you then you have got to snap out of it.
Each “no” takes you a step closer to a “yes”.
Let me tell you something else…
No matter whether you are the best sales person in the world or the worst, you will always hear more no’s than yes’s.
That means you, me, whoever!
You also hear from Sales Managers that you should “Not take it personally”
Well, I think this is bull! If you truly care and believe in your product and service and are passionate about it, how can’t you take it personally?
For me, I just can’t understand why anyone would want to use any other company other than MTD for their sales training requirements!
Well, I believe in what we do, I’ve seen the results we get for our clients and I am very passionate about the product, so yes I take it VERY personally when someone says no!
If you really care. And I mean REALLY care then it is impossible not to take the “no” personally.
Now when I say “take it personally” I’m not talking about getting upset here.
What I am saying is that you need to take personal responsibility for the outcome and then analyse what went on.
What went well?
What could you have done differently?
Was the result out of your control?
Think it through and then move onto the next deal.
The Fear Of Making A Mistake From Your Client
Now let’s look at the fear from your prospect/client.
The main fear that they have is making the wrong decision!
They don’t want to look stupid or have egg on their face and this is what you have to contend with.
But a lot of sales people forget this very important area.
A lot of sales people just focus and concentrate on overcoming objections, budget, timing, decision makers, are we right for them when a lot of the time the prospect just does not want to look like a fool!
Be aware of this when presenting your products and services.
What can you do to lower the risk of doing business with you?
What evidence can you provide so your prospect can convince themselves that you are a low risk option?
What can you say to illustrate how good the prospect will look when the product and service has saved the company 23% in the costs?
Take these two “fears” onboard and make them your friends.
You’ll close a lot more deals when you do!