Are you one of those sales professionals who can’t figure out why so many of your otherwise fantastic calls with prospects don’t convert into sales? You’re not alone. It happens to everyone at some point or another although it does seem to happen to some more often than to others.
The good news is it’s relatively easy to rid yourself of this problem. You just need to change your perspective. As in life, sales is largely about perspective. If you have the determination to overcome the things that are holding you back – such as a lack of motivation – then you’ll be halfway to achieving your dreams.
To find out where you stand in this area, you should ask yourself the following questions and remember to keep asking yourself these questions whenever a certain sale slips away for seemingly no reason at the end of an otherwise fantastic call:
Do you believe that you can be successful?
Henry Ford once said that those who believe they can achieve something will do so, and those who believe they can’t, will not. Sounds obvious but if you believe in what you are talking about, then you are far more likely to be convincing when telling others about it. What you believe will reveal itself in the way you talk about something and prospects pick up on that. You could literally be the greatest phone friend your prospect has ever had but if your lack of belief in your product or service is sensed, you will not make that sale.
According to industry-leading sales trainer Doug Dvorak, this is one of the biggest reasons salespeople face so much failure during their careers.
“Either they’ve lost their belief in the product or service they’re selling or they never had it in the first place,” Dvorak said. “You have to find a way to be invested in the products or services that you are trying to sell to the point that you become confident and enthusiastic when you talk about it. Fail to do so and eventually, all of those lost sales will affect your belief in your ability to sell and that’s a hard place to come back from.”
Do you have the confidence for a sales call?
It is essential to have confidence when you are making a sales call. You need to be confident about the pricing, the product and the service. If you are confident that a product will suit a prospect or a customer, it means that you can see the need that the customer has for that product. Be assured that your product or service is what your customer needs and you’ll have an easier time convincing them of it, too.
Can you be creative?
You may not know it, but your customers can very often sense exactly what you think about a product by the things you don’t say. You need to be creative enough to let the customer know that they will be in good hands by placing their trust in your company’s hands. You should be confident about the pricing of the product as well. Sales training programs are helpful in building confidence while not taking you away from any time on the phone.
Do you focus on the customer?
As touched on above, the customer will be able to gage your level of confidence from your enthusiasm. It’s easy to be enthusiastic. Simply think about past successes you have had within the company. Think of great sales that you made, and anything else that will make your customer take notice of how much value you place on the product. The key is to get yourself in the right frame of mind before the call so you can confidently and enthusiastic listen to the customer to help them find the solution they are looking for.
The last thing you should do as a salesperson is pitch your own line. Explore the customer’s needs and when you are convinced your product or service will help them, start advising them on all the ways it’ll make their life easier or better. Follow these simple practices, and you will never have to ask how to ace a sales call again.