Sales is a five-letter word.
Sales – it’s the five-letter word that seems like a four-letter word to entrepreneurs. When Adams Hub surveyed its entrepreneurs, they discovered that fear of sales calls was a top reason for business stagnation. So, if that’s you, know that you are not alone. The phone can weigh 500 pounds sometimes. However, not making sales calls is a pretty good non-action to take if you plan on tanking your business. Oh, you don’t want to go out of business? Then perhaps you should read this.
There are a few reasons why entrepreneurs fear sales calls.
- They don’t know the market they are selling to.
- They aren’t clear on what they are selling.
- They don’t know how to start the conversation.
- They have poor conversations because they fail to listen and ask questions.
- They are fixated on the outcome of the conversation.
Let’s take these one by one.
Research: If you don’t know who you are selling to or why they might be interested in what you have to offer, you are sinking yourself before set sail. Often, when your sales strategy is too broad it can produce anxiety. Narrow your target and you can fine tune your message.
Clarity: Once you narrow your target, you can get some real clarity around how you can serve them. Without this clarity, you may set yourself up to have an awkward conversation with no direction.
Icebreakers: Questions are great icebreakers. Be sure, whatever icebreaker you choose, it helps you connect in a reliable way. If you were at the same conference, you may want to connect about what you are learning.
Connect: Look for ways to come together and see eye to eye. This will help build rapport and connection. Curiosity + Connection + Conversation = Cash. I have a whole presentation I put together on this which is available when you join the Explore Momentum community. Contact me for an exclusive invitation.
Outcome: Let go of the outcome. Sometimes a connection will result in a referral. Sometimes it will result in a sale. Yet other times, traction develops down the road. Get out of the outcome and let the natural flow of the situation surprise you.
Do you find sales calls challenging? Share your best tips in the comments below.