Tomorrow morning when you wake up, you probably won’t feel like prospecting, returning customer calls, or strategizing your schedule, and if you do, you probably won’t feel like doing it the next day.
In his book Character, David Brooks discusses the difference between resume virtues and eulogy virtues. “Resume virtues,” Brooks reminds us, “are those skills you bring to the marketplace—qualities like drive, competition, and gregariousness. Eulogy virtues, on the other hand...
Thank you to Peak Sales Recruiting for featuring me as an expert on how to be a female that succeeds in sales. This article originally appeared on the Peak Sales Recruiting blog here and has been reprinted with permission below.
When you focus solely on the positive virtues of your product, you cease to be a reliable resource. One of the biggest complaints of customers today is that salespeople make the product sound “too good to be true.”
One of the most important jobs of a salesperson is to manage the emotional state of the client. If the prospect seems scared, tell a story or ask a question that will help them relive a positive memory. If your prospect is bored, speed things up simplify, or use phrases that better align with their values and concerns. Be respectful, yet assertive. Think less about what you want to say and more about how you want the prospect to feel.
Are you paralyzed by fear? Good. Top salespeople know that the more fear they feel, the more important it is to tackle the fear. What you’re afraid to do, you must do. The question you’re afraid to ask, you must ask. Get out on the skinny branches.
Your prospect loves it and tells you you’re terrific. Furthermore, this is the exact product they’re looking for. Then out of nowhere they tell you the dreaded, “I need to think about it, we’ll get back to you, “or “I need to run it by so and so” .
Many salespeople think “If it’s just cheap enough, they’ll buy it.” I’ve got news for you: if you make anything cheap enough, someone will buy it.