Does Sales Scare You?
You started your own business for the freedom and excitement that working for yourself could bring. You knew what you were good at (clients told you all the time), so you put out your shingle and got to work. But what you didn’t count on was what it took to bring in NEW business, and that’s what’s limiting your success and growth now….. am I right?
If that’s the case, you need to understand that it’s not about you as a person, it’s the tools you’re missing. Often owners say, “I just need to figure out how to hire a full-time sales person”, but that’s like hiring a full-time plumber to fix the sink when it leaks. Instead, I would like to see you get a wrench and learn to fix it yourself when it’s needed. Once you are so big and have too many sinks, then you consider the full-time sales person.
So what are the tools you need? Well, they’re really not expensive to get – they will just cost you some CHANGE.
Change your focus
The biggest problem people face when it comes to sales is they focus on the outcome – which you can’t control anyway. “What if he says no?” What if he doesn’t want to talk to me?” What if he hangs up on me?” All of these are possible outcomes that are out of your control. Change your focus to be on things you CAN control.
Change your process
When you aren’t focused on the outcome, you can focus on your process. In wrestling, my coach taught me that for every opponent’s move there was a counter move. Same with selling. If you don’t have a process for each move a prospect could make, you are always unprepared – and that is scary. Learn how to develop a process to deal with your prospect’s every move.
Change your perspective
Hearing no when selling isn’t a bad thing. It means you are actually out there talking to potential business. One trick is to see how many “NO’S” you can get in a week from prospects. It takes the pressure off to get YES’S and you may be surprised as to how much business you actually do get as a result.
At Invictus Training and Development, we see this problem all the time and that’s why we are offering a FREE Boot Camp entitled: Attract Clients with Ease (Put Your Marketing on Auto-Pilot) coming up on Thursday, March 24th at the Skyline Club from 9:30am – 12:00pm. To learn more about this, just click the link here, or contact me using the form below.
Or if you are just looking to hone your skills, visit my Facebook Fan Page, become a fan and download our e-book “The 10 Commandments of Small Business Marketing”.
Regardless of your situation, Invictus is ready to provide you the CHANGE you need to grow.
Paul ‘PJ’ Levingston is the owner of Invictus Training and Development, a business training company that specializes in helping small business owners turn their vision into their dream business. . For more information, visit their website at www.invictustraining.net or call (317) 721-7529.
- Companies in business for at least a year with the owner still the primary source of creating new business
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