How to Gain More Confidence in Sales
In our Sales Brew today, Jack Kasel uses his expertise to share a few ways to help you gain confidence in sales.
It’s the age old question, which came first, the chicken or the egg? In our world of sales, the question is, “Do you get confidence by making sales or do you make sales to get confident?” Either way, I think we can talk about a few things today that might help you out. I did a little research before putting together this Sales Brew and did some Google searching on “gaining confidence in sales.” Oh my gosh, there was no end! “27 ways, 21 ways, three things you need to do to help you gain confidence in sales.” And I’m sure they’re all good. But what we’re going to do today is focus on two or three things to help you get more confident as you’re reaching out and engaging in conversations with the people you need to find to help you grow your business.
The first thing is, are you a prospecting narcissist? What’s the purpose of the call? Are you solely focused on getting an appointment or are you trying to build a relationship? Whenever I pick up the phone and try to find opportunities for Anthony Cole Training Group, I know this: I’m going to get more no’s than yes, and I don’t sit around and have a pity party for Jack Kasel. But I do have the proper mindset that I know my chances are that I’m not gonna get somebody to talk to me on the first call.
So what I’m trying to do is not make a sales call, I’m trying to build a relationship. You can build relationships by the second point, as you see on the screen, “What’s your business acumen. What do you know about the target market that you’re trying to sell to?” Anthony Cole Training Group focuses primarily on community banks. We know a lot about community banks, so we can have conversations. We don’t make sales pitches. We have conversations with leaders of banks to try to figure out what is getting in their way that might keep them from having the growth they need to have.
So what’s your business acumen? Don’t spend hours and hours researching, but have a little bit of knowledge of the challenges that industry faces, because here’s, what’s gonna happen. The more you know about them, the more you understand their business, then guess what? You’re going to focus on them and not focus on yourself.
So, number one, what’s the purpose of the call? Are you trying to gain a meeting? You’re trying to be a prospecting narcissist. Number two. What do you know about their business? How much business acumen do you have? And here’s the thing that I always ask the people that I work with. If you ask for something, if you’re trying to set up a meeting, if you’re trying to do something, what’s the worst thing they can say to you? Now, typically I get answers: “I’m not interested. Don’t call me back. I’m happy with the products and services I have.” And so my follow up question to the salesperson is this, whatever they say to you, can you live with it? If they say don’t ever call me back, can you live with that? If that’s the case, then thank them for their time, hang up, and smile. And then pick up the phone and make your next phone call. What’s the worst thing that can happen. The fate of the free world does not depend on you getting a sales meeting.
Here’s what I try to do. I try to make somebody smile. I try to figure out what’s going on in their world. And can we have a conversation about them? Focusing on them, takes the focus off of me. And then the last thing is you should have is your theme song before you make any of your prospecting calls. Before you go out on any sales calls, I would have Tubthumping by Chumbawamba playing. In those lyrics- I get knocked down, but I get up again. You’re never gonna keep me down. And so is it sales or confidence or confidence in sales? Somewhere in the middle there it is.
But here’s what I know. If you follow these three things I have listed here, your confidence will grow. When your confidence grows, you’re gonna relax. And when you relax, you have better conversations. I hope this helped. Good luck in your sales.
From Sales Development Expert, Jack Kasel