Do you give up after a few sales calls? Expect new business to come from every networking event? It's time for a shift in mindset that you can take all the way to the bank.
Does the thought of hearing "no thank you" one too many times slow you down? Getting your products and services into the hands of future customers has its challenges, but when we add a fear of rejection to the mix, the challenge becomes monumental. What if you could see no as the magic word that gets you closer to the sale instead of letting it knock the wind out of your sails?
It’s entirely possible. Let’s begin by understanding why we take rejection so personally in the first place.
If you represent a product, you probably use it yourself and believe in it with all your heart, And those of you who are inventors have poured blood, sweat, and tears into developing your products, not to mention tons of money! For service providers the thought of rejection is especially daunting because your knowledge and talent are literally a part of who you are, making it feel truly personal. All of these scenarios make it only natural to embrace your business as an extension of your very being. Hearing no can feel like a very personal rejection.
But to realize your dream of success, a separation of self from your product or service is absolutely necessary. A simple shift in mindset will give you the courage and commitment to step boldly into the world of sales and move your product or service into the lives of the many customers who await them! Begin by taking on these simple mindset shifts and you may just become a sales machine!
It's not all about the sale.
Sometimes we put the pressure on by thinking that our cold calls should result in sales. Remember the true purpose of cold calling: of course it’s always about relationship building in the end, but in most cases the goal is to end up with one of the following outcomes:
Permission to add the person to your database for periodic updates
A plan to contact them at a later date when they may be in need of your service or product
A request to take them off the list altogether
Simple, right? Understanding the purpose gives you permission to accept that not everyone is the perfect candidate. Those who wish to be removed from your list aren’t saying that they don’t like you or your product; it simply means that it’s not right for them at this time.
It's not personal.
Remember that you are speaking to a human being who has feelings, moods, and concerns, just like you. If you do encounter someone who is rude or unpleasant, consider that it is not all about you. Do not take it personally! Most likely, this person’s mood has been pre-determined by all sorts of other circumstances. Allow them their space and get on with your day.
I'm already successful.
Too often we base our success on the final outcome. Take on the attitude that the phone call or initial meeting is the success. You have taken a huge step! And the more you get out there, the higher your odds of success. Take the heat off by visualizing an outcome that is best for all concerned. Sometimes, a "no" is the perfect answer because the circumstances aren’t just right. It’s best to know this so you don’t get into something that is doomed from the beginning. No matter what answer you get from your prospect, celebrate the fact that you actually made contact and are one step closer to your ideal customer.
It's all about the numbers.
Try to remove the emotion by seeing your phone calls and meetings as statistics. If you make twenty-five phone calls, odds are good that you will find one person who will want to learn more. If you effectively attend four or five networking events per month instead of per year you will build more relationships and increase awareness of your brand. Everyone hears the dreaded "no," but not everyone keeps plugging away at it. It’s like working up to 100 sit ups instead of staying at 20; the end result will be so much better. Get those numbers up there; love the "no" because it only means that you are getting closer to the yes!
I am not alone.
Did you know that 44 percent of salespeople quit trying after the first "no?" Considering that 40 percent of all solid prospects say no at least once before buying, this is a sad statistic. You are not alone in your fear and frustration, but if you can buck up and be persistent you will succeed! Again, the proof is in the numbers!
No matter how emotionally connected you are to your product or service, they are only as good as your efforts to promote them. Respect the hard work and dedication that went into your company by transferring the same determination to your sales efforts. You can do it!
MARLA TABAKA is a small-business adviser who helps entrepreneurs around the globe grow their businesses well into the millions. She speaks widely on combining strategic and creative thinking for optimum success and happiness. @MarlaTabaka