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5 Sure Steps to Handle Fear in Sales

Posted on: March 16th, 2017 by Monika No Comments

False Evidence Appearing Real – An Alternative View of Fear

Fear in Sales is very common. It’s fair to observe that fear is often present on both the buyer and the seller side. Buyers, not only in business, may be afraid to make a wrong decision. And sellers often fear rejection or losing a sale. A successful way of overcoming fear is to identify when we become aware of that fear rising, either in ourselves or in closely listening to our customers, and then to work toward a solution.

Step 1: Acknowledge It!

You Cannot Change What You Don’t Acknowledge

In my many years of coaching and helping sales people be more effective, I have seen  many people struggling with fear and it can be paralyzing. Sales is very personal, we need to understand that. We are only as good as our numbers and rejection can feel very personal. So, it’s OK to embrace that fear. AND it’s vital to understand the fears buyers might bring to the table.

Step 2: Have a Plan!

Being prepared is half of the battle. I always compare becoming comfortable and successful in a consultative sales environment to learning to drive a car with a stick shift transmission. As long as you are focusing on shifting the gears and releasing the clutch properly, you will not be in full command of your vehicle. AND you won’t be able to focus on traffic the way you should. You need to get to a point where shifting becomes second nature.

The same holds true for becoming comfortable and successful in applying a consultative sales process.

For example, when prospecting, you need to be comfortable when picking up the phone, easing into your conversations, being prepared to ASK the RIGHT QUESTIONS, listening for ways to position the VALUE of your solutions, gaining commitments for next steps if there is a good fit. Or if there isn’t a good fit, to be able to end a conversation on a positive note, building bridges for the future.

Being able to confidentially and naturally do this on a regular basis is then only possible when it is second nature to you so you can focus on your prospect and not allow fear to derail you.

Step 3: Practice makes Permanent (and even perhaps Perfect)

It really does, in every area of our life. I, for example have no fear of cold calling whatsoever. Not sure why, but I almost get an adrenalin high when chasing C-Level prospects and breaking through to them. For some reason the universe has given me that unique gift and I embrace it and tapped into it to start a business.

Flying on the other hand was something that caused me sleepless nights, shaking, sweats and all the other unpleasant things that happen when you are afraid of something. Air travel, despite all the accidents, terrorist attacks, etc. is still immensely safer than getting into a car. But I certainly don’t tremble when driving toward New York City on I-95. Even though the statistics are telling me another story.

Once I recognized this fear as being a constant companion, I started to choose air travel over ground travel every single time I had a choice, just to make it more routine. Unless there is a deeper psychological issue simmering, the more often you do something, the easier it will be.

Still to this day I don’t like turbulences (neither do I like potholes on the highway), but these days I board an airplane with the same ease as getting into my car.

Step 4: Research, Prepare, Practice, Do It & Repeat!

The better prepared you are and the more you prepare, the more comfortable you will be in any sales situation, it puts you in the driver’s seat. Write out the questions you want to ask and make sure you start with a Who, What, When, Where or How so the answers will not be a simple “yes” or “no”.

Then pick up the phone!  Yep! You gotta pick up the phone and dial!

If cold calling sends tremors down your spine, there is nothing like jumping into the pool and starting to swim. Take a deep breath after every prospect/client interaction, reflect on what you heard, what you said, what you can do better next time – and then – DO IT AGAIN! AND AGAIN! AND SO ON! That’s a big step in overcoming your fears.

Step 5: Celebrate Your Success

And Reward Yourself for Every No

Entrepreneurs and sales people don’t celebrate their successes enough. We are easy to point out bad experiences, but hardly every take the time to acknowledge what we have accomplished. It’s truly important.

Take the time to reflect and celebrate AND reward yourself for every No you get. Whether your prospect will agree to a conversation or not, you have worked hard to get somebody on the phone.

And whether they are interested or not, is not something you can always control. It’s common in sales to get rejected and the more often you experience it, the easier it will become.

Here’s an example from a chocolate-loving salesperson we know: “If you like chocolate, put Hershey kisses on your desk and grab one every single time your prospect says, “No thanks”. Because NO is the second-best answer you can get!”

Train to Overcome Fears & Become A SuperSellerTM

Test your Sales IQ!

There are many great tools out there to test your sales acumen. Consultative Sales Academy, in partnership with Impact Sales Training-dvr Learning, offers our Consultative Sales Certification Sales IQ-Skills & Knowledge Assessment.

This in-depth Assessment is a quick and thorough method to measure your sales skills and knowledge, or those of your team members. It is not a psychometric exam or aptitude test, it consists of 80 scenario questions to shine a light on strengths and growth opportunities. Once you know what your strengths are and where you can improve, you can focus on those areas.

In our case, we offer our corresponding Consultative Sales Certification Training Program, a blended Live and web-based e-Learning system to help you and your team members become stronger in the areas in which you will benefit from improvement.

Our enrolled training and coaching participants not only learn and practice via our CSC Program, but also apply their newly-won skills and strategies in the field and report back to their teams and our trainers in Best Practices Sessions. In over 20 years of research and application, we have observed learners are most successful when they focus on one core competency at a time and repeat and apply skills and concepts in real life as often as possible, until it becomes their new “second nature”.

So, take a tour of our Consultative Sales Certification Training Program here and please call or email with any thoughts or inquiries. We’d love to see you “Sell More, Sell Faster & Earn More, too!”

 

 

Buyer & Seller Fears

Posted on: October 27th, 2016 by Monika No Comments

Happy reading and in light of Halloween coming up, Don’t De Scared!!

halloween

Sales people often carry a conscious or sub-conscious fear of rejection. And on the other side, we often find buyers who are fearful of making a (possibly bad) decision. Ultimately, they would be held accountable if things don’t go well, right?

We have repeatedly observed that making buying recommendations or decisions on technology can be daunting for buyers. If they make the wrong decision, they will be held responsible. Not that many people are extremely tech savvy, so decision makers must rely on a sales person to guide them through the process. And it is here where we can shine and build trust.

Sales is a business practice that is very personal. There is no other business discipline where performance is a reflection of who you are, other than sales. Whether it’s selling a product or a service, sales is emotional, personal and involves product and technical knowledge. We sales professionals live by how well we perform. That means our livelihood is in the balance every day, every call, every client interaction.

Where Does This Fear in Sales Originate?

It starts for most of us with the dread of cold calling/prospecting efforts that so many sales people dislike (or are even terrified of). It might be a mindset issue that is keeping us from breaking through to others. Although counter-intuitive, being afraid of success is something fairly common in the business world (or on a personal level). In a sales environment it’s a lot more transparent and easier to detect. The effects are also a lot more drastic, because so many sales people depend on earning commission.

Fear-less Cold-Calling/Prospecting? Is there such a thing?

There are various ways to deal with the fear of Cold-Calling.

The process can be outsourced, because prospecting is a unique skill set, or you can help your sales people overcome the reluctance of cold calling by providing a framework, structure and training, where it’s easier for them to succeed. Structuring the prospecting process with the right kind of research and providing training are two of a number of ways to reduce the fear of cold-calling.

Sales is a process and it’s important to develop a structure within an organization where sales people can succeed.

Fear of Asking for the Sale?

Not everybody is inherently equipped to ask for money and that’s essentially what we need to do in a sales environment. We are asking people to trust us to part with their or their company’s funds. If our prospects end up buying from us and the product/service doesn’t meet their needs, we will be held accountable for that decision. All of those areas are deeply emotional and directly connected to mindset. A good salesperson can be trained on how and when to ask for a sale that is not fear-inducing!

Asking the Right Questions

Some questions are tough to ask. The fear of rejection can be a constant. But without asking those questions, we will dance around “commitment”, not understanding whether this prospect is truly interested and willing to commit or is just shopping around.

Keep in mind that when you operate in a business environment the expectations are that a transaction will take place at some point. Therefore, as a sales person we have every right to ask questions such as “If we can meet all your requirements, can I safely assume that you will approve our agreement and move forward?”

Is Fear Rational Behavior?

In the world of sales, fear is often irrational. Just as we are not afraid of flying because we don’t like to be up in the air, we are afraid because the plane might crash and we have no “control”. Being aware that the fear is present and just doing what we need to do, is one way to overcome.

Personally, I was terrified of flying until I looked at the statistics that helped me understand that it’s still the safest choice. I opted to fly even if I could have driven, just to help me conquer the fear.

In sales, we should make as many calls as possible, asking the tough questions to help us getting used to potential rejection, but also realizing that most of the time the outcome will be positive.

 Help Can Be Right There in Your Team!

The most effective way to help sales people be more comfortable in a sales environment is to help them feel more confident. Confidence often stems from having been successful, so when companies establish an environment where sales people are nurtured and trained rather than pushed and reprimanded, success flows more freely.

Also, understand what your sales people are good at and where the weaknesses (or as we prefer to say: the opportunities for growth) lie. That is essential when helping them.

 Identify What’s Working and What Can Be Improved

So, in the end, always try to analyze why your sales people are either producing or not producing. Develop their strengths, and nurture their areas of opportunities through training and support. The investment you make can pay off manifold if you choose training that effects real, lasting behavioral change! We invite to take a tour of our cutting-edge blended e-Learning & Live training program, Consultative Sales Certification Program.

And finally, just maybe, some sales people might have talents that are better suited for a different role in your organization other than sales. You might detect that in the way they position your company offering, or in their attitude and/or work habits. You will definitely find out if revenue is lacking.

Whatever changes you decide to make to increase your sales revenues, make sure you know your sales staff well. They are your first and foremost representation. We should all shine as sales people, and we should be supported to do just that. And that will result in a lot more “fearless” salespeople!

Maybe your Sales People are Afraid?

Posted on: April 13th, 2015 by Monika No Comments

I know, it sounds a bit silly. Afraid of what?

Well, here is the thing. In my experience, many sales people are actually afraid of rejection. Why?

Because there is no business practice where you have to bring yourself in as much as when selling. Whether it’s selling a product or a service, sales is emotional and personal. We professionals in sales live by how well we perform. That means our livelihood is in the balance every day, every call, every client interaction. Though not as common in a traditional sales environment, fear can also be felt in a consultative sales environment.

So where does this fear originate?

It starts with the cold calling/prospecting efforts that most sales people are terrified of. Hint to CEOs and sales managers – sales people who don’t like cold calling will most likely try to avoid it at any cost.

It could be a mindset issue that is keeping you from breaking through to others. Although counter-intuitive, being afraid of success is something fairly common in the business world (or on a personal level). In a sales environment it’s a lot more transparent and easier to detect. The effects are also a lot more drastic, because so many sales people depend on earning commission.

Fear-less Cold-calling/Prospecting? Is there such a thing?

There is various ways to deal with the fear of cold-calling issue.

You can hire an inside sales person or a lead generation team to take the cold calling off your sales people.

You can help your sales people overcome the reluctance of cold calling. Structuring the prospecting process with the right kind of research and providing training are two of a number of ways to reduce the fear of cold-calling.

But the fear usually doesn’t stop after that. Sales people need to bring themselves in at every step of the sales process. Sales people are mostly measured by numbers. And if we don’t put numbers on the books it puts enormous pressure on us.

Not every sales person is good at everything

There is always the option to outsource the lead generation process, or to develop an inside sales team. Many companies who have taken that path have seen sales soar as a result. The “front-end” of the sales process (filling the pipeline) is the one area that can be outsourced successfully with great results. Developing qualified opportunities is the toughest part of the sales process (I know, because I do it for my clients on a daily basis) and it makes sense to hire specialists.

Afraid to Ask for a Sale?

Not everybody is equipped to ask for money and that’s essentially what we need to do in a sales environment. We are asking people to trust us to part with their or their company’s funds. If our prospects end up buying from us and the product/service doesn’t meet their needs, we will be held accountable for that decision. All of those areas are deeply emotional and directly connected to mindset. A good salesperson can be trained on how and when to ask for a sale that is not fear-inducing!

Is Fear Rational Behavior?

In the world of sales, fear is often irrational. Just as we are not afraid of flying because we don’t like to be up in the air, we are afraid because we could die and we have no “control”. Doesn’t sound very rational when we put it in those terms, does it? Take the fear of public speaking – it is so intense that some people freeze up although there is no imminent danger lurking.

Help Can Be Right There In Your Team!

The most effective way to help sales people be more comfortable in a sales environment is to help them feel more confident. Confidence often stems from having been successful, so when companies establish an environment where sales people are nurtured and trained rather than pushed and reprimanded, success flows more freely.

Also, understand what your sales people are good at and where the weaknesses (or as we prefer to say: the opportunities) lie. That is essential when helping them. If you have a strong cold caller on your team, tap into that talent (trust me, it’s rare) and share commission when revenue is closed.

When you have a strong “closer” on your team, bring him/her into final meetings to lend support. Very often we ask too much of sales people and the feeling over being overwhelmed results in panic, desperation and in the worst case scenario unprofessional behavior.

What Are We Best At?

So, in the end, always try to analyze why your sales people are not producing. Develop their strengths, and nurture their areas of opportunities through training and support. The investment you make can pay off manifold if you choose training that actually effects real behavioral change! And finally, just maybe, some sales people might not really be equipped to be in sales. You might detect that in the way they position your company offering, or in their attitude and/or work habits. You will definitely find out if revenue is lacking. You can also simply test their sales acumen. My company offers a Skills & Knowledge Assessment that is not an exam or test, but rather a quick and thorough method to measure sales skills and knowledge. It serves as a vehicle for manager’s to understand the performance gaps of their team members. This Sales IQ will help you gain insight on the strengths of your team members as compared to over 4,000 top sales performers, certified SuperSellersTM, from a cross-section of different industries.

Whatever changes you decide to make to increase your sales revenues, make sure you know your sales staff well. They are your first and foremost representation. We should all shine as sales people, and we should be supported to do just that. And that will result in a lot more “fearless” salespeople!

Are you selling Value or “Stuff”?

Posted on: January 16th, 2014 by Monika 1 Comment

Happy 2014! Let’s make it count. I hope that you had a relaxing holiday season and you’re off to a great start.

Last December we had a prospect meeting and the discussion was about shifting from a commodity sale to becoming more value oriented. It’s a really important shift in today’s business environment where the consumers/customers are more informed than ever and almost everything can be researched online.

Are you selling “Stuff” or Value?

How to Shift from Commodity Sales to Value Selling

Many of our clients face the challenge of being in a market where their product or service is considered a commodity. The challenge there is that it is usually a price driven discussion and sales people are trained to commoditize their sales approach rather than selling value.

Focus on Value Rather than Features

When a company offers a product that is viewed as a commodity, very often sales people feel they need to focus on the features of their service or product only to find out that their prices are undercut by the competition. Somebody, somewhere can always do something similar cheaper. But think about yourself:  Most people generally don’t buy features. They buy what they feel gives them the most value for a specific solution. Let me give you a couple of examples.

Is It the Way Coffee Tastes, or the Way You Feel When You Drink It?

I would consider coffee a commodity. And of course it is when you buy coffee bean futures, but I am talking about buying a cup of coffee and enjoying it. Starbucks, before they broke into the American market figured out that Europeans enjoy their coffee experience. It wasn’t only about the quality of the coffee (although also very important), but everything around it. The smell, when you walk into a Cafe, the way your waiter/barista remembers how you like it, the fact that you can sit and enjoy while you are sipping it.

All of a sudden, America went from percolators (so 1950’s!) to signature drinks where it sometimes takes as long to order a coffee (tall, skinny, dry Hazelnut Cappuccino?!) than a meal in a restaurant. What happened? Starbucks changed the way Americans look at drinking coffee. It’s no longer about a brown drink, it’s about relaxing, gathering, enjoying- the VALUE of the entire experience.

This approach can be used for every sales process, even when the process has traditionally been viewed as a commodity sale. And your customers will change the way they think about your product/service.

It’s Not About the Features of Your Product, but the Value

One of our clients sells very high-performance tooling equipment. Their products are more expensive than those offered by the competition but the quality of their tools is unmatched. We’re helping their sales people focus on the peace of mind they are selling, the long-term savings in labor and replacement costs, as well as higher production rather than the product features. Their sales people now focus on the value rather than the product features. Quality products don’t break as often, they are reliable and long lasting. When you buy and use them, you don’t have to think about getting a new one for a really long time, sometimes for a lifetime.

If your sales people focus on that peace of mind, on long-term savings, talk about the quality and the reliability, then discussions on price will become secondary. Once you lead with features, your prospects will start comparing and then price is the top of mind discussion.

Freight is Freight, or Is It?

One could argue that freight is freight and market research is market research. Yes, of course it is, but once you launch this tactical approach, talking about the speed of your freight delivery or the accuracy of your market research results, what do you think will happen? People will start comparing your offering with that of the competition and they will start price shopping.

If your sales people however focus on the fact that your freight will be in good hands, that once you hand off a project, you don’t have to think about it anymore and all the details will be taken care of, then you are selling peace of mind. The same holds true in the market research/agency world. People are not looking for numbers, as they assume that they are accurate. They are looking for ways to use those numbers to understand their customers better, or to grow their market share.

It’s About a Mindset Shift

I, for example don’t sell consultative sales training, I sell the way our participants feel about business development. Our graduates look at business development in a completely different way. They learn the skills and concepts to genuinely understand their customer’s needs, gaining more confidence which in turn results in more profitable accounts. We provide our clients with a training program that keeps their employees accountable. They no longer feel that they are sales people trying to get business, but they know that they are consultants who help their prospects be more successful. They add value and when adding value sales professionals are more comfortable asking for business.

Be Proud of Your Price Tag

There is nothing wrong with being more expensive, as long as you have sales people who understand the real value that their customers and prospects are looking for and can communicate it. Own your price tag. As a matter of fact, when I sold services that were more expensive than the competition, I would proudly say. “Yes, we are more expensive, and here is why”.

And once again, I wish everyone a great 2014 and GOOD SELLING!

Are Sales People Afraid?

Posted on: September 20th, 2012 by Monika 1 Comment

I know, it sounds a bit silly. Afraid of what?  In my experience, many sales people are afraid of rejection. Actually, most people are afraid of rejection just that in sales it’s a daily issue.

Why is fear so present in sales?

Because in my opinion there is no other business practice where you have to bring yourself in as much as in sales. Whether it’s selling a product or a service, sales is emotional and personal. We professionals in sales are measured by how well we perform. That means our livelihood is in the balance every day, during every call and client interaction.

So where does this fear originate?

The fear stems from being afraid of rejection. Nobody wants to be rejected, but in sales it’s part of our daily reality. It starts with the cold calling/prospecting efforts that most sales people are terrified of. It could be a mindset issue that is keeping you from breaking through to others. Being afraid of success is something fairly common in the business world (or on a personal level). But in a sales environment it’s a lot more transparent and easier to detect. The effects are also a lot more drastic, because so many sales people depend on earning commission.

Fear-less Cold-calling/Prospecting? Is there such a thing?

There is various ways to deal with the fear of cold-calling.

You can hire an inside sales person or a lead generation team to take the cold calling off your sales people.

Or, you can help your sales people overcome the reluctance of cold calling by supporting the prospecting process with the right kind of research and/or providing meaningful training.

But the fear usually doesn’t stop after that. Sales people need to bring themselves in at every step of the sales process.  And if we don’t put numbers on the books it puts enormous pressure on us.

Afraid to Ask for a Sale?

Not everybody is equipped to ask for money and that’s essentially what we need to do in a sales environment. We are asking people to trust us to part with their or their company’s funds. If our prospects end up buying from us and the product/service doesn’t meet their needs, we will be held accountable for that decision. All of those areas are deeply emotional and directly connected to mindset. A good salesperson can be trained on how and when to ask for a sale that is not fear-inducing! Overcoming objections and handling stalls is also an area that can be trained. Actually, objections and stalls very often present an opportunity when handled properly.

Is Fear Rational Behavior?

To the most part, no. Take the fear of public speaking – it is so intense that some people freeze up although there is no imminent danger lurking. In the world of sales, fear is often irrational. That doesn’t mean it doesn’t exist. While not always rational, fear can certainly keep us from being successful. especially in sales.

Help Can Be Right There In Your Team!

The most effective way to help sales people be more comfortable in a sales environment is to help them feel more confident. Confidence often stems from having been successful, so when companies establish an environment where sales people are nurtured and supported rather than pushed and reprimanded, success flows more freely.

Also, understand what your sales people are good at and where the weaknesses (or as we prefer to say: the opportunities to improve) lie. If you have a strong cold caller on your team, tap into that talent (trust me, it’s rare) and share commission when revenue is closed.

When you have a strong “closer” on your team, bring him/her into final meetings to lend support. Very often we ask too much of sales people and the feeling over being overwhelmed results in panic, desperation and in the worst case scenario unprofessional behavior.

Identify your team’s strengths

So, in the end, always try to analyze why your sales people are not producing. Develop their strengths, and nurture their areas of opportunities through training and support. The investment you make can pay off manifold if you choose training that actually effects real behavioral change!

And finally, just maybe, some sales people might not really be equipped to be in sales. You might detect that in the way they position your company offering, or in their attitude and/or work habits. You will definitely find out if revenue is lacking. Whatever changes you decide to make to increase your sales revenues, make sure you know your sales staff well.

They are your first and foremost representation. We should all shine as sales people, and we should be supported to do just that. And that will result in a lot more “fearless” salespeople!

Liposuction or Weight Watchers/Effective sales training or Quick Fix?

Posted on: August 9th, 2012 by Monika No Comments

Sales is a process, so is losing weight

Effective sales training is like joining Weight Watchers. You change your approach to eating and exercising and the effects are long lasting. Ineffective sales training can be compared to crash diets or getting a liposuction where the weight will come back quicker but if you don’t change your habits it will come back. People who want to lose weight need to think about changing their eating habits and their lifestyle. Sales people who want to be more successful should encourage their leaders to provide sales training that is effective and shows results. Sitting in a class room for a couple of days might not be the answer.

Consultative Selling is a lifestyle as much as healthy living

Unless you are lucky and born with an overactive metabolism you will have to watch what you are eating and do some exercise. And, unless you are born with the unique gift to sell (which not everybody is), you will benefit from good and effective sales training. Companies that require a consultative sales approach should arm their business development and client facing employees with the tools to be more effective. There is no quick fixes, not in healthy living or successful selling.

A mindset shift needs to happen

When participants enroll in our consultative sales program we make them aware that sales is a process and so is shifting your mindset. Ideally, we see a shift in perception and application over the first month, but it might take a bit longer for learners to digest the information and for them to apply newly developed techniques in a way where they don’t have to think about it any more.

It doesn’t happen overnight

The day when you choose a banana over a muffin without thinking can be compared to the day when a sales person asks more questions without having to remind themselves that they should be listening more than talking. That’s when behavioral change actually takes place.

This is what one of our graduates said. That is when change actually happens.

“I used to think that the word “sales” was a dirty word. I am a VP in a transportation company – it’s about moving freight and finding loads.  Now I think differently about what sales means. I have seen what consultative business development does to relationships and both my business & my clients’ business!”– S. M., V.P., TRANSPORT NATIONAL

And this is what happened as a result:

“… after having been in operations for over 15 years and I am learning so many new things…everything I am learning is on my mind before I ask or answer a question. I have been able to close two accounts and getting close to two others, and working to close an account that will be over a million dollars a year.” – Y. C., Regional Sales Manager

Increased Revenue is the goal

The goal of effective sales training is to shift the way we feel about the process and by doing so we will uncover opportunities and add value to our prospects and clients, which will result in additional revenue.

This is however something that cannot happen in a day or two. The reason why we work with companies who understand that sales is process and change happens over time is the same reason why Weight Watchers doesn’t promise that one will lose 10 pounds in a week.

Kudos to all the business leaders who provide an environment where their sales people are allowed to learn more, even when they are already successful.

There is nothing wrong with being more successful, slimmer and healthier!

When it comes to success and sales, mindset it more powerful than strategy

Posted on: February 8th, 2012 by Monika No Comments

Mindset is more powerful than strategy

Mindset is really important when it comes to being successful in business, growing your business and crucial when it comes to selling.

Most business savvy people would argue that a sound strategy is the key to success and a number of years ago (or maybe over a decade ago) I would have agreed with that statement. In the meantime, I have coached many executives on business growth and every single time mindset came to play a major role.

Why is that?

Because no matter how successful we are, whether we are a CEO, a celebrity, a sales manager or a janitor we carry our past with us. Even the most self confident people have wounds from their childhood and if anybody in our youth touched a core in us that hurt so deeply that we still remember it today, it will affect what we do as adults.

When we were hurt, we turn into children

Whenever I work with clients who have fear of presenting, selling or public speaking (a fear that is stronger than the fear of dying) or putting themselves out there in a sales conversation there are the demons that show their ugly heads from our past. A longtime client of mine was ridiculed by her classmates during a book report that she delivered in high school and to add insult to injury her teacher chimed in with the crowd telling her that she would be better off not pursuing a career where she had to publicly speak. Imagine what happened to her? She was humiliated in front of her peers and the opinion was validated by the authority figure in the room. To this day my client has enormous difficulties to present in front of a group. She is an accomplished business woman, an authority in her profession. She writes White Papers on industry issues and is viewed as a professional with extensive experience. But that doesn’t change the view that she has of herself. Whenever she is in front of an audience she turns into the 17 year old girl who anticipates criticism.

Even the most sound strategy would not have helped my client to overcome this fear. It didn’t matter that she knew more than anybody sitting in the room, or that she was viewed as an expert. She still felt insecure and nervous.

How can we overcome the fear and shift our mindset?

By understanding where the fear is coming from. Once my client and I started our coaching journey she remembered the first time when she spoke in front of a group and the fact that she was deeply hurt.  Once we understand where the fear is coming from, we can recognize it, move on and embrace the person that we have become. Now, when my client is faced with a client presentation she takes some time to remember the pain, but also reminds herself that she is no longer that girl and that she has come a long way since. She thinks of all the client successes that she has had, the White Papers that she has written and all the positive developments in her life since that painful incident.

Having a strategy certainly helped, but her determination to overcome and shift the mindset helped her understand why she had blocked her success.

Feel free to inquire about a free mindset consultation at monikad@consultativesales.net.

 

Mindset & Sales and how it affects performance

Posted on: January 11th, 2012 by Monika No Comments

 

There are so many sales people who seem to be successful, because they are always busy, always on the phone, always meeting with prospects but there pipeline doesn’t reflect their activity.

Some of them make the phone calls that so many others dread. Others really use their database in a very effective way but sales just don’t happen.

It could be a mindset issue that is keeping you from breaking through to others. Being afraid of success is something fairly common in the business world (or on a personal  level) but in a sales environment it’s a lot more transparent and easier to detect. The effects are also a lot more drastic, because so many sales people depend on earning commission.

Sales people are measured by numbers and if we don’t put numbers on the books it puts enormous pressure on us.

What happens next? Usually a frantic attempt to get prospects to sign, rather than taking a step back and reviewing our strategy and our mindset.

There is nothing more annoying or aggravating than an over-eager sales person. Once we become desperate, sound strategy usually goes out the window.

There is a great book that I recently read “The Big Leap” and it was mind opening to hear how often we trip ourselves up because we feel that we don’t deserve. If we feel that we don’t deserve, we will have a difficult time asking for money. And asking for money is necessary when closing a sale. All the activity in the world will not help us if we deep down don’t think that we are worthy of the business.

Sound too earthy? Well, it’s taken me a long time to realize that most of my slumps came from within me. Whenever I was able to catch myself and I reconnect to my core by being positive and putting out positive energy the results were simply amazing.

Sales people who are afraid of picking up the phone and cold calling are usually afraid of being rejected. Sales people who do “everything” right but still don’t close the sale need to look at why it is happening. Sometimes, there are other reasons but don’t blame the economy. There is still plenty of successful sales people out there, selling in-spite of this business environment. Maybe it is your mindset?! It’s worth a thought…………..

Inquire about Mindset Sales Coaching at monikad@consultativesales.net.

You can now buy my book Dating & Selling and why they are so similar.

http://www.lulu.com/product/ebook/dating-selling—and-they-are-so-similar/18811019

Never forget those 3!

When developing the benefits to your audiences, always remember to develop messaging that helps them get their attention. If you have read my blog you will remember that people buy because you can help them

– Make money

– Save money

– Improve their reputation internally