I recently had the opportunity to sit in on a seminar by industry legend Scott Ritter. I’ve attended many seminars, but this one was special. I know one of the biggest challenges many of us face is selling our products and services. We focus heavily on marketing but never turn the corner and ask for the order because of a common hurdle: fear.
Scott titled his seminar “Selling for Scaredy-Cats!” which immediately caught my attention. It’s a topic that’s often brushed under the rug, but Scott brought it to the forefront. He shared that even seasoned salespeople have experienced fear at some point. He talked about how selling should be viewed as a joy, the final reward for showcasing the quality of one’s work. This perspective shift was eye-opening.
In this article, I’ll share some lessons from Scott Ritter’s seminar and how we can put these lessons into action in our businesses. We’ll delve into understanding the joy of selling, identifying and overcoming sales fears, and developing the qualities of a good salesperson. Let’s explore how to transform the fear of selling into a powerful tool for success.
One profound takeaway was viewing selling as a joyful achievement. For many, selling feels daunting, but it is the ultimate reward for our hard work and craftsmanship.
Think of selling as receiving an achievement award. When a customer says, “Yes, do that for me,” it’s a validation of the quality and value of our work. Each sale is a testament to the trust and confidence customers place in us, transforming selling from a task into a celebration of our capabilities.
Selling is like competing in your favorite sport. There are many players, and not everyone wins every time. Similarly, not every pitch will result in a sale. But each interaction is an opportunity to learn, refine our approach, and come back stronger. By embracing this competitive yet rewarding nature, we can reduce the fear of failure and focus on the joy of success.
Cultivating a positive mindset towards selling is key. By viewing each sale as an achievement award, a symbol of success and proficiency, we become more motivated and confident. This positive energy is contagious; customers sense our enthusiasm and respond positively. Celebrating each sale, no matter how small, builds momentum and creates a cycle of positivity and achievement.
Beyond the positive mindset, we also need strategies to overcome our fear. The idea of a potential customer saying “no” can be daunting, leading to avoidance behaviors. Rejection is a natural part of the sales process and not a reflection of our self-worth. Each “no” brings us closer to a “yes,” and each rejection is an opportunity to learn and improve. Here are three techniques to move beyond fear:
- Reframe rejection: Instead of viewing rejection as failure, see it as a step towards success. Each rejection provides valuable feedback that can help refine your approach.
- Prepare thoroughly: Confidence comes from preparation. Know your product or service inside and out, anticipate potential objections and be ready with responses.
- Focus on the customer: Shift your focus from your fears to the needs and desires of the customer. By prioritizing their needs, you create a more genuine and effective sales interaction.
Remember, the goal is progress, not perfection. Each step forward, no matter how small, is a victory in overcoming sales fears. Embrace the journey, learn from each experience, and watch as your confidence and success in selling grow.
Practical strategies can help you navigate sales interactions more effectively. One such tool is a sales log to track your interactions. CRM systems, email marketing platforms, and data analytics tools can help you manage leads and track interactions, providing valuable insights into your sales patterns and customer responses. Regularly review your progress to identify areas for improvement.
Another valuable strategy is planning your sales activities with a calendar. Take data from your sales log and schedule future contact points. This helps you stay organized, ensures consistent follow-ups, and shows potential customers that you care about them.
Next, there are key concepts to be aware of when asking for the order. The Rule of Three suggests potential customers need at least three interactions to make a buying decision. The Rule of Seven indicates they need at least seven interactions a year to remember you. Persistence is crucial, and your role is to make those impressions valuable, not annoying.
Remember to ask for the order. If you provide value to your potential customers, not asking for the order steals their opportunity to gain that value. Many sales are lost simply because the salesperson fails to ask. Be direct and confident when it’s time to close the deal.
Let me leave you with some concepts to transform the stigma that keeps us from being more confident salespeople. The stigma is around the pushy nature of some bad salespeople have given the process. I remember a gentleman named Ted who owned the major car dealership in the town where I grew up. As a kid, I went to the local rotary club meeting with my dad and remember someone joking with my dad about Ted, saying “If he had one hand on your shoulder, he had the other hand on your wallet.”
Our goal is to be seen as someone who cares about our customers for more than just the money in their wallet. Selling is about being the advocate for your customers. It is not begging but offering an opportunity. Be likable by showing you have things in common, being a good listener, and engaging in conversation. Sales is about building relationships. To do this, remember as a salesperson, you are the fulfiller of dreams and solver of problems. Let go of the now-or-never mentality and realize sales is about building relationships.
By viewing selling as a joyful achievement and an ultimate reward for our hard work, we can overcome common sales fears. Embracing techniques like reframing rejection, thorough preparation, and focusing on the customer, helps us build confidence and effectiveness in sales interactions. Practical strategies, such as using a sales log, planning with a calendar, and understanding key sales concepts, further enhance our ability to navigate sales situations successfully.
Remember, selling is not about being pushy or manipulative; it’s about being an advocate for your customers and building genuine relationships. By approaching sales with enthusiasm, persistence, and a customer-centric mindset, we can create positive, valuable experiences for both us and our customers.
A heartfelt thank-you to Scott Ritter for his invaluable insights and his service to the industry over the years. The seminar was a real treat, and I am proud to be able to pass some of these ideas along. I’m also putting these concepts to work in my business as well and am excited to hear about how you all are using these concepts in your business.
