One of the things I find interesting that comes across time and again in business is people's attitude towards 'sales'. At a seminar last week I asked the question 'what is the one word that comes to mind when I say 'salesperson'? No matter where I ask this question it always gets the same responses from business owners: 'pushy', 'foot in the door', 'double glazing salesman', 'arrogant' and so on. This then begs the question: If we have these views as to how we perceive sales people, then what are we likely to do in a sales situation? Well how about: "I must make sure that I'm not pushy". So what happens then? We don't pick up the phone and make that all important follow up call to clinch the business. You might be very surprised how prevalent this behaviour is in business – and just how much business is lost to the competition. This is also part of your 'self image' – your attitude towards sales.
Consider this though: Your self image is the way you see yourself and how you think about yourself. You always behave externally in a way that matches the image you have of yourself on the inside.
So how do you see yourself in sales? Are you calm, confident, and competent to follow the sales process efficiently from start to finish? If you are then you will know that you will complete the sales process calmly and confidently. It's not an issue for you. It's just like having driven a car for years – it all happens automatically. You just know you can do it. If you get setbacks you will deal with them. It doesn't shake your image.
What happens then if you see yourself as 'I'm just no good at sales' or 'I hate selling'. Again you will act consistently with your inner image and will do all the things you need to do to make this your reality. The sales process will be an issue for you. You will think of any excuse to not make sales calls, to not follow up and to feel extremely uncomfortable when closing a deal. You will fulfil your image of being 'no good at sales'. It's just like getting into a car for the first time every day – erratically trying to operate the gear lever, the clutch, the accelerator and check the mirror at the same time! (remember?)
Should you need to improve your sales techniques, then the first thing to realise is that you have the potential to be outstanding in the field of sales. You are no different to anybody else. However, to change the results you are getting you may find that you need to change your behaviour and thought pattern towards sales and that means taking a good look at your 'self image' and beliefs about sales.
Imagine how you would behave if the sales process was effortless for you? Would things be different? If so, what would be different? What would you do differently in your business right now to further improve your sales performance? What are the things you know you would need to do to behave in a manner consistently with effortless selling?
If you could increase your conversion rate from, say, 30% to 40% (+10%), then what would that mean to your annual sales?
To change you self image on selling then, firstly, begin to see yourself how you wish to be. If it's confident and professional with a high conversion rate then picture this in your minds eye. Also identify your own self limiting beliefs on sales. Just what is preventing you (or your team members) from the success in sales that will massively impact on your business results? Make a list of all of the things that you don't do that you know you should be doing. How consistently does that fit with your new image of how you wish to be?
Are you ready to work on your self image and gain different results in sales?
To Your Success,
Mike Yates
Business Coaching gives you: Training-Inspiration–Motivation–Education
121 Business Ltd
E: info@121business.co.uk W: www.121business.co.uk
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