I have a friend that is a natural born sales person. She can sell a glass of water to a drowning man – her game is that tight. She has meta-human selling abilities. I, on the other hand, am an earthling with a natural fear of sales like most entrepreneurs or small business owners.
However, if we want to be successful in growing our businesses we have to lose the fear of asking for the sale – real quick. Unfortunately, the selling process is anything but easy. When I started my virtual franchise skincare business, I’ll be honest; I lacked confidence in myself, knowledge of my product, a fear of failure, and fear of asking for the sale. I know I am not alone.
Fear is a liar.
Good news: Fears can be overcome with a change in mindset, training, and practice. I’m not an expert; I struggle with these issues just like you do. These tactics I’m sharing will help you get over some of the most common objections we hear running our businesses, and hopefully will help you to become a more confident business owner.
You got this.
Objection #1: You will be rejected
How to overcome it: Are you worried about not being liked? Understand where your fear is coming from and face it. Anyone saying “no” to your product or service, is not saying “no” to you. I know hearing “no” is frustrating but it’s not about you. Buried in the “no” is a learning opportunity. By analyzing the outcome of events, it can prevent you from making the same mistakes down the line.
Objection #2: Your product won’t deliver
How to overcome it: I was unsure if my customers would find value in the premium skincare products I offer. I began questioning if the prices were too high. So, I started gathering feedback from my customers, in any medium they’d like to share – text, email, or hand written notes. I loved reading what they had to say, and I made sure I shared the testimonials on my various social media platforms. This positive feedback reassured me of the quality and value my products were delivering to all of my customers.
Constantly look for ways to improve your services so you are sure you’re providing optimal value, that way, you will always be confident in your product and your abilities.
Objection #3: You won’t close the sale
How to overcome: I’m in my nerd bag today, but Master Yoda says, “Train yourself to let go of everything you fear to lose.” Very often, we get really attached to “making the sale” or having a situation turn out a certain way. Instead, let’s re-focus on our efforts to, “I will give an enthusiastic and passionate presentation” rather than outcome of, “They will buy xx number of an item.”
Stay focused on your effort of doing a great job, the outcome will turn out better than you ever imagined.
Objection #4: You aren’t sure you are doing “it” right
How to overcome: Like any other skill, selling gets easier the more you do it. Verbal rehearsal and practice is one of the most effective ways to get over your fear of selling.
In today’s highly competitive world you need to be proactive in asking for the sale. Otherwise, someone else who is way more assertive will capture the business you deserve. I believe that it was Wayne Gretzky who said, “You will always miss 100 percent of the shots you don’t take.”
So get out there, start small, and keep taking those shots.