Can You Overcome The Hidden Obstacle To Sales Growth?
Overcoming one definite fear (read: an unreasonable one) can completely change the pace of your sales career/ business. Question is, are you ready to face the fear?
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Introduction
What would you say is one of the most common fears in the minds of people who are starting a new business or business owners who can’t scale the revenues after one point?
I’ve spoken to hundreds of business owners and more often than not, directly or indirectly the one factor that keeps coming up is the fear of sales.
Your business is just as robust as your confidence in your sales.
However, you’d be shocked to realise just how many business owners rely predominantly on word of mouth or stick to organic traffic/ enquiries when it comes to finding new clients.
In technical terms, it's not the business owner that’s searching for clients.
It's the work of their business that leads to generating footfalls that convert into sales sooner than later.
However, it's high time this behaviour of businesses evolves.
It's time for business owners to get confident with sales and this post is going to focus on just that.
Why are sales so scary?
Before you try to decode how to sell (or get better at sales), it's very important for you to understand the mindset of those who find sales to be… “scary”.
What do you think makes sales scary?
People who tend to be uncomfortable around the concept of sales tend to do so, because they’re scared of being rejected by their prospect at the time of the sales meeting.
Based on my conversations with multiple business owners/ salespeople, this is the one factor that happens to repeat itself more than any other.
However, it’s my responsibility to clarify one important aspect.
There is no solution to rejection when it comes to sales.
In fact, rejection is a part of the process of sales and doing business.
For the right salesperson, lack of rejection from prospects will end up making the process of sales… for lack of a better word… boring.
However, when you get better at the process of sales, managing rejections (and growing your business) becomes easier.
How to get better at sales?
The answer to this question may seem like an oxymoron.
The only way to get better at sales is by overcoming the fear of rejection.
And now, it's natural of you to ask, “how do you get better at overcoming the fear/ disappointment of being rejected?”
The answer to that question is, by selling more.
Yes, I’m mindful of what I’m saying (typing), and I understand how confusing this sounds.
But understand what I’m trying to say, and you will see my perspective.
The only way to get better at swimming is by spending more time in water, correct?
The only way to get better at driving is by spending more time behind the wheel, correct?
Similarly, the only way to get better at overcoming the fear of rejection by your prospects is by going through so many sales meetings (and honing your sales skills) that you get immune to rejections.
Can anybody get better at sales?
The answer to this question isn’t a simple yes/ no.
The answer is “depending on your consistency and determination to learn.”
At the end of the day, sales are nothing but quality conversations with people who are (knowingly/ unknowingly) in need of a solution to a problem.
The person/ team/ brand/ company/ business that manages to find the most easily acceptable offer and pitches the offer to enough people wins.
Sales is a game of numbers and optimising your processes and keep going from one sales meeting to the next.
Conclusion
If you read today’s post in a hurry, or maybe in a bad mood, the post may seem rather haphazard or chaotic to you.
However, it's very important to understand that this is due to the nature of the beast.
Focus on creating an offer that’s so good, that the least number of people reject your product in a sales meeting.
However, I’m yet to come across any salesperson/ business owner, who has started achieving 100% sales conversion numbers.
The only way to be okay with this system/ process is to build a thick skin and always have a pipeline of leads to make sales pitches to.
Once you’re done with your training period and start enjoying the process of sales, then there is no looking back and rejections will become a part of the process of growth.
Your Thoughts!
If you’ve reached till this point of the post, I’m sure you must have some thoughts/ feelings/ opinions about what you’ve just read.
I’m done sharing what’s on my mind, and now is your turn to share your POV.
Tell me how you are processing the information that you’ve just read?
Do you agree with my thoughts?
Do you think I missed something important?
Do you disagree with something in particular?
Let’s continue this conversation (or ask your questions about the post) in the comments below.
Keep Going Keep Growing 🚀
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Prompt used to create the image for the note
P.S.: Image made on Meta AI using the prompt, “Imagine a salesperson standing in front of a high-end apartment building around sunset”