Get Over Your Resistance to Sales

by: Nandang S Nugraha | Total views: 48 | Word Count: 617 | View PDF | Print View

 by: Audrey Burton

I have found
that there are two best ways to eliminate your fear or resistance to
sales. First, become so familiar with your product/service and any
objections that might surface, that you simply can’t be flustered
during a sales call. Second, you need to truly believe that your
product or service will be of value to your customers – that you’re
really helping them by sharing your product with them.

The
next most important step is to make sure you’re selling to the right
people. Set an appropriate target market and find out where they are.
Make sure your sales pitch and sales materials speak to that target
market.

By approaching your prospective customers with
this approach, they will sense your confidence, which in turn gives
them the confidence that you are true to your word.

Often,
service businesses struggle more with the sales process since the
results and benefits can be very difficult to articulate. I’ll use my
coaching business as an example.

When I first started, I
had not identified a target market, and could not clearly articulate
the benefits of coaching with me. Most of my advertising and marketing
attempts were lost in the multitude of messages everyone sees and hears
every day. Now that I have some experience (and a LOT more marketing
education) I understand the importance of deriving the overt benefits
of coaching with me.

However, that alone will not get me
clients. I also needed to identify a target – my ideal client. I often
hear from coaches and other service professionals that they don’t want
to eliminate a large majority of the marketplace by focusing on a
niche. The truth is, when you send out a generic marketing message, no
matter in what form, you’re not making a connection with anyone. People
see and hear hundreds of marketing messages every day – you need to
make that emotional connection with someone.

My target
is women entrepreneurs – specifically women entrepreneurs whose
businesses are doing ok, but they’re not happy for some reason. Imagine
an attorney who had so many clients that she needed to hire additional
lawyers and an administrative assistant. At that point, she would be
spending her time maintaining sales, minimizing expenses, managing
employees, keeping up to date on the newest laws, trends, markets and
regulations, etc. This does not sound fun! That is the client I want,
specifically. By painting you this mental picture, you have a clear
idea of my ideal client. You may see yourself in the picture and you
may know her and refer her to me.

Setting a target does
not exclude other types of clients, but if my messages don’t reach
anyone, I’ll have NO clients, or will have to work much, much harder to
get each one. Besides, the example client above knows lots of other
people who aren’t attorneys who could benefit from my services, and I
will ask her to refer me to them.

By going through the
steps above, you will want to talk with people about your product, as
you know you can answer any question and you will feel you owe it to
your target market to share your product with them. If you need help
with this process, a book that has really helped me is “Jump Start Your
Business Brain” by Doug Hall. Or you can short-cut and call me to walk
you through the steps.

After eliminating your resistance,
you will then need a plan of action to contact the individuals in your
target market, and scripts to know what to say. Sales is simply a
numbers game. The more people you contact, the more people who will say
yes. Now get out there and sell!

About the Author

Audrey Burton is a Business and Life Coach with a caring, no-nonsense style. Audrey’s clients are primarily women entrepreneurs who become happy and successful at work working with her. Audrey keeps her clients focused and motivated by helping them create a custom plan they can be excited about. To sign up for a complimentary coaching session to better understand how she works, visit her website at http://www.audreyburton.com. You only live once – Love Your Life Today.

coachaudrey@audreyburton.com

Rating: Not yet rated

Comments

Add Comment

Copy and Paste Article Code.

Remember: The article body, title, author bio and links may not be changed or removed. By publishing this article, you agree to all the terms in our Terms of Service.

More articles in this Category

1: ClickBank Guide - How to Make Money With ClickBank Affiliate Programs
2: How to choose an SEO Consultant
3: Outsourcing your SEO Work
4: How Does Niche Marketing Benefit You?
5: Generating Traffic with a Newsletter