How can you gain confidence in sales, even when you're not closing many deals? Is your confidence even of importance?
In Michael Pedone's article How to Gain Sales Confidence When You're Not Closing, Pedone writes, "realize that all great sales people have at one time or another been so frustrated, fearful and discouraged, even to the point of wondering if a career in sales was for them." This fact, he then goes on to say, helps us to know that even though others have felt like this, they found a way and so can you. If, you are willing to "adapt, change, and hold yourself accountable..."
Don't be so focused on your needs, but what the prospects need. And remember that sales are not created, rather they are located. To gain confidence in sales you'll need to take control of the problem, of every sale. Focus on finding qualified prospects who actually need what you can offer them.
And once you take control, your confidence will rise and the sales will start to flow
In this article by Jaques Werth, the reader learns many reasons while Sales Managers fail, including:
- They don't hire the right people
- They don't maintain a uniform and consistent process
- They lack understanding prospects
- They waste time with the wrong prospects
- They lack skills in target marketing
In this article, Geoffrey James talks about two necessary rules to remember when it comes to sales:
- Never answer a question that the customer hasn't asked.
- Never provide information that the customer hasn't requested.
James explains that he recently called an online conferencing vendor and asked a simple question, expecting a simple answer. But instead, he got a myriad of information he didn't ask for and didn't need. From this experience, the vendor he had contacted was crossed off his list and lost his business. And James writes, "I'd guess that form a quarter to a half of all B2B sales engagements are dlayed or prevented by vendor-inflicted information overload."
In this article by Stephen Peady, Peady writes that he believes focusing is the greates challenge for salespeople today, and that
Of all the things that you can do and say when you are talking with a customer...there is non that comes close to the power of asking a great or though provoking question.
Peady then gives examples of questions, including:
- What do your customers most value about your company?
- Can you tell me about some of the most exciting future business opportunities?
- Where do you have a competitive advantage?
- What three major things have contributed to your success so far?
These questions, Peady writes,
...provide you with the insights to determine how or where you may be able to offer value, where challenges and opportunities exist and what the customer is thinking.
And, to continue our theme of motivation and confidence in selling, here's a classic from Daniel Pink. In his book "Drive: The Surprising Truth About What Motivates Us" he created a great explainer video for the book which you can find below.
Image Credit: Greg Knapp