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How To Look Good Selling by Not Looking Good #426
In this episode we investigate the struggle of being successful at sales and how we let our ego get in the way of success. Why do we that? Too often we have concerns of being embarrassed, saying something stupid and being called out as a pushy seller. When we’re more concerned about how to look good selling, we stop focusing on helping customers. Today we share advice on how to address the challenges of fear and success and instead focus on how the best thing we can do to look after ourselves, is to look after others.
Today’s Chapter: Fear and Success
Success is a dangerous as fear
Both generating shame and laughter,
The worry of looking stupid.
Success and fear are phantoms that arise from the self.
More concerned about how you look,
The seller stops looking.
Today’s Story
It had been a month since Chris started cold calling to set up appointments for Pat. Chris’s numbers were weak and quite frankly borderline unacceptable. Pat became concerned and at the end of the week asked “I can see that you’re not making a lot of dials and when you do connect your calls are very short. What’s going on here?”. “Well” said Chris “I’m just not comfortable calling people out of the blue. I’m trying, and I hope you can see that. But I hate to bother people. Personally I dread getting robocalls. I just don’t feel good about it”
Pat nodded “I get what you’re saying. But this is the thing. What we’re doing and what those robocalls are doing are two completely different things. We are only calling people we think we can help. We don’t pitch without first listening nor do we call at odd hours. There is nothing to be ashamed of here.
“Instead of focusing on your fear, remember the anxiety they struggle with everyday. Maybe we can help them overcome their business challenges, and help them get a good night’s rest. The only way we can help, is to reach out and ask.
“Keep dialing, in time the fear will fade”.
Take Action Quote
Salman Rushdie is quoted as saying that “Shame is like everything else; live with it for long enough and it becomes part of the furniture.” Shame and guilt are founded on the belief that you’re doing something wrong and should be punished for it. But you’re not doing anything wrong here. It’s just misplaced fear. Fear is common is all of us and fear is the seed of growth. Once we overcome our fears, they are forever behind us.
Let me share an insight that has forever changed my view on sales. It’s this: prospective customers secretly hope that you have the solution to their problems. Sure they’re skeptical, that’s understandable. They may appear gruff and guarded. But deep down they would love love love more than anything to have your remove, their pain and anxiety.
It’s tough running a business in a competitive market. Let’s see what we can do to assuage some of that pain. Let’s put this fear in the rearview mirror.
Sales Babble Research Study
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How to Connect with Pat Helmers at Sales Babble
Sales Babble shares selling secrets for non-sellers. Masterful selling is understanding what buyers want, assessing if you can help, showing what you have and helping them to make a decision that is good for their business. See https://salesbabble.com
You can be your authentic self when selling. It’s all about helping others with their pains and desires. I’ve interviewed 100s of sales experts and discuss all things sales: prospecting, qualifying, value propositions, presentations, demos, closing, generating referrals, earning references, upselling, marketing, lead generation, copywriting, and most important the right selling mindset. Stop fearing sales and embrace it. Learn the selling secrets for non-sellers and start making a difference today. Here is the entire back catalog of episodes in the sales podcast. Look here https://www.salesbabble.com/sales-podcast-free-advice/
This is a production of Habanero Media https://habaneromedia.net
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