Sales reluctance stems from stereotypes of the past, when salespeople were painted as pushy, unknowledgeable and annoying. The fear of being rejected and not listened to or respected can overwhelm anyone.
Initiating contact with someone, especially a stranger, can always be a thumb-rubbing and heart-pounding experience. However, for any sales person, introverted or not, overcoming sales reluctance to commit sales is a must.
Here are tips on how to battle sales reluctance and make a sale:
Clean Up Your Act
Sometimes, sales reluctance comes from inner conflicts such as low self-esteem. Being rejected, probably not just once but a lot of times, can bruise anyone’s ego and lower one’s self-confidence. As the saying goes, “Fake it till you make it.” If you have to fake a confident, resilient, determined persona, then do it. Soon enough, everything will just come naturally to you, and great things will sweep you away; even things that you might not have expected.
Preparation is the biggest factor in closing a sale. Closing sales is an art. Always have something up your sleeve, something that will awe your clients and catch their attention. Additionally, being knowledgeable and ready for whatever your client will throw at you elevates you to a higher level. Why? Because you will come across to your client not only as competent but also as trustworthy and reliable, thus, increasing your sales.
To be knowledgeable and prepared, you have to invest in yourself. Learn your product, acquire training, and become a specialist and a generalist in your field; all of these things will pay off.
It may sound cliché, but we all know that “practice makes perfect.” Do this on a regular basis. It will help eliminate the anticipation and hesitation that keeps you from trying and expanding your limits. The more you challenge yourself, and the more success you get from it, the better you become.
Set Realistic Goals
Motivation is what keeps most people going. Without it, selling something will become a burden. It will be a chore, and work will never be a fun place for you. Your performance, career, and possibly your interpersonal relationships with co-workers and family will all be affected. Therefore, you must set realistic goals for yourself to better your performance and benefit your company. As your company grows, so will you.
Sharpen the Saw
Battling sales reluctance can be a tough job, which is why, at the end of the day, you must learn how to reward yourself. A pat on the back will do, but if you want something extra special, a day at the spa or a fancy celebratory drink can suffice.
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