Desperate salespeople are easy to pick out. They have it written all over them—the way they look, the way they act, and the way they speak. They might as well walk into a business with a sign on their forehead that states “I need to make a sale really bad.” Everyone that has been in sales for a period of time has been there. As you are reading this, some of you may be laughing because I am describing you.
Our goal today is to transition you from being a desperate salesperson into a super-confident salesperson. Desperate salespeople turn prospects away from them, while confident salespeople will draw the prospect to them.
Now keep this in mind, there is a big difference between being urgent and being desperate. There is nothing wrong with having a sense of urgency. While I am working in the field, I have a lot of urgency. My goal is to get production, and I’m not going to waste time or do anything that’s going to take me away from being productive. When you have urgency, you make every second count.
Here are some tips to help you.
1) Quit Begging
Many salespeople make the mistake of being too nice. Now don’t get me wrong here, it’s important to be courteous but you don’t want to be a doormat. I’ve seen way too many people on their initial call start out by apologizing. For example, they may say, “I know you are busy, and I’m sorry to bother you.” There is no confidence in that approach.
The attitude you want to have when you are prospecting is that your time is very valuable, what you are doing is helping people, and everybody wants to meet with you. With this attitude, you will find people will respond a lot more because of your self-confidence. If you’re begging for time to meet with people, it shows desperation and it shows that you need to “just make a sale.” Be confident. Believe in yourself and in what you are doing, and you will find that others will also.
2) Speak With Conviction
A desperate salesperson speaks with low self-confidence and in most cases, a very shaky voice. These type of salespeople use a lot of filler words or phrases ( um, ahh, you know, etc.).
This is something that everyone needs to work on. It takes practice. If you are not doing this already, start recording yourself and then play it back. You will be amazed at some things you are doing. Look in the mirror while you are doing your presentation. Are you smiling? Do you look and sound positive?
It’s not what you say, it’s how you say it. Talk loud and distinctly—remember that clarity destroys skepticism. Speak in a way in which others will have belief in you.
3) Work as if You Have Already Succeeded
Do you know that feeling you have when you walk out of the business and you closed the sale? I would like for you to pause and take a moment, and really reflect on that feeling. Think about how you feel when you walk into the next business. You are very positive and confident and it is written all over your face.
Starting today, fill out a sales application. Write it all out, sign it, and put it in your pocket. Now as you start contacting businesses, you already have a deal in your pocket. You’re feeling awesome and filled with confidence. That’s the attitude you want to have when you’re out visiting prospects. You will be amazed at the positive responses you receive because of your self-confidence.
I’m excited for you and thrilled for the amount of success you are going to have. This is a journey you are on. Make sure you have a blast each and every day, and enjoy the journey. If you’re having fun, you are making lots of money. Having fun and making money go well together.
Have a super fantastic week!