Repeat after me "I love to Sell and Sell with Ease"
How do you feel? Are you in flight or freeze or are you in ease?
About 5 years ago I was in the midst of a 6 month consulting/training project with a global manufacturing firm. There were 5 members on their inside sales team. They were each responsible for a specific territory and were tasked with increasing their sales by 8% for the coming year.
One of the team members, a young woman (let's call her Jackie for the sake of anonymity) was new to sales. She was excellent at customer service, her follow-up skills were excellent and if the customer had an issue with the product they had ordered, she always advocated for the customer. She was polite on the phone and her customers loved her!
Are you thinking 'Great'? Think again. Here's what was happening underneath...
Jackie fell into the trap of 'customer service rep' and forgot that her title was 'inside sales rep' - she also forgot that one of her responsibilities was to actually sell. Her experiences with sales people had been negative and her father had always told her to be weary of sales people because they always had ulterior motives. Those imprints had stayed with her.
During a one-on-one coaching session, we discussed her avoidance of actually selling. We uncovered the imprint and worked to release it. Her discomfort in selling had many facets to it... She didn't want to be perceived as pushy or aggressive; she didn't want to feel like she was manipulating customers; she didn't want to feel greedy; and, she feared the possibility of their saying 'no'.
If any of the above sounds familiar to you, try these steps:
- Consider if you believe in the product and/or service you are providing. Do you believe that what you are selling has value and will absolutely enhance the customers'/clients life and/or business? Will it assist in resolving a challenge they are having and provide a realistic solution for them? If you don't believe it will, you may want to consider a different product/service to sell.
- Do you have an in-depth understanding of the benefits and value your product/service provides? Being confident in your knowledge and having the ability to provide the best solution for your customers is important - this is how you will build their trust in you and deepen the relationship as they come to see you as a partner.
- Practice expressing the value of your product/service from a space of ease. Selling is about building relationships, making connections, providing solutions and informing your customers how your product/service will solve their challenges; increase their productivity; reduce their stress; etc.
These are just a few of the many ways you can increase your Ease In Selling.
If you have any comments or questions, please feel free to comment, question and share below.
Happy Selling! Debra