There is no question, sales can be tough. Whether you’re selling a product, service, idea, or leading a team of sales professionals, anyone in the profession knows that repeated rejection can play havoc on the mind. It’s a mental game which requires constant nurturing to stay motivated and focused on your end goals.
It’s important to recognize that not every person you speak with or make an offer to is going to say yes and ‘buy in’ to what you are selling. Especially not the first time you chat. Studies show that a minimum of four interactions are necessary with your prospects before they trust you enough to commit to saying yes. And, on average, a good closing ratio is 30%. This means that out of ten people you are making an offer to, only 3 of them are going to say yes. Of course, there are several of factors involved in the sales process, including qualifying your leads, but understanding your closing ratio will help in overcoming the feeling of defeat. If you equate this to sports, a baseball player can be considered ‘Hall of Fame’ material if they can bat over .300. Meaning, they will not hit the ball seven out of ten times at bat.
Preparation, Confidence and Enthusiasm are three ways to nurture your mindset to produce the results you want. These characteristics are what set apart the top sales performers from the average sales people. And note, that all three of these things are in your control.
Preparation – Failure to prepare is detrimental to sales success. Taking the time to research your prospect, learning about them and their needs is necessary and will go a long way in gaining trust. Once you’ve done your homework, it’s important to properly prepare yourself prior to each sales call or meeting. Get yourself in the right head space, give yourself a motivating pep talk, so you can enter each conversation feeling prepared and focused.
Confidence – Directly related to preparation is confidence. Without the proper preparation, it is hard to exude confidence in the sales conversation. Confidence comes with being prepared, knowledge of products and solutions, as well as through the positive self-talk you give yourself. If you don’t communicate in a confident manner, your prospects will feel that energy from you.
Enthusiasm – Once you are in the mindset of feeling prepared and confident, it’s time to deliver and present the opportunity in an enthusiastic way. There is nothing worse than coming across a sales person who is giving off a negative energy and who shows a complete lack of enthusiasm for what they are selling. If you don’t believe in the product, service or idea you are selling, then no one else will believe in it too. If you’ve had a day where you’ve received multiple ‘no’s’ in a row, you must find the mindset to make the next call with the same enthusiasm as you did the first one. Energy is contagious and people are attracted to passion and enthusiasm.
To ensure your sales success, mind your mindset, manage your motivation and be mentally prepared to deliver in a dynamic way.
By Jody Euloth
Jody Euloth is the CEO of The Mesh Media Network and Founder of The Dynamic Soul of Selling. She helps entrepreneurs, business and sales professionals and creative visionaries get over their fear of selling so they can generate more revenue and make a bigger impact in business. Social handles @jodyeuloth www.meshmedianetwork.com