I actually had to tell a client recently who was having a sales conversion problem that it wasn’t their sales process … it was his own attitude when it came to selling.
It was interesting because he said, “You know what? I find sales to interrupt my day.”
Fix your attitude
I’m like, “Oh my gosh.” actually it was more like “WTF!” This is completely the wrong attitude to have because sales is what makes your business run. If selling is an ‘interruption’ to your day, it won’t be long until he’s out of business.
To me, that’s insanity because sales should be like, “Oh my gosh. I have a sales call today. Woo hoo. I get to talk to somebody new and get them into my program.” That’s the way it should be, but so many times business owners are more technicians. They want to practice their craft. They don’t want to necessarily do the selling.
I get that. I understand. I was in the same position.
When I almost went broke in my business I quickly learned that sales is what makes a business happen. That’s what brings the money in. You can’t do anything without a sale.
I learned to suck it up and find a new attitude.
Now I look forward to all sales calls because it’s my opportunity to connect with a prospect, to educate them, to learn what their problems are and ultimately help them solve that problem. If you’re finding that you’re dreading sales calls or you just have a bad attitude your sales are going to suffer.
Suggestions on resetting your mindset
Give yourself some new, positive self-talk about, “Boy, I’m really excited to help this person out. I wanna find out what their problems are so I can help solve them.” All of those are really great self-talk to get excited about helping somebody solve their problem, and, best of all, solve their problem with your solution.
Especially for insurance agents, this is a no brainer. People are at risk every single day. If they don’t have insurance to cover that risk, boy, they’re gonna be proverbial up the creek without a paddle without the proper insurance.
You are absolutely there to help them out and make sure that they understand all the coverages that they have and the risks involved. Once they understand that, then they’re going to buy from you as their trusted advisor.
If you’re finding that attitude is just not right, do some positive self-talk. Get yourself psyched up to actually talk to some new people, especially if you’re doing cold-calling. This is where I have to totally psych myself up is doing the cold-calling. I’m getting to talk to some new people. I’m introducing my programs to them, helping them solve their problems, and ultimately helping more people out. That’s what sales is all about: problem solving and helping people.
Check out the content I have on Youtube. I’ve recorded over 200 videos on sales, customer service and storytelling.
All of this advice is part of my full program on Impact Selling… want to chat about how to double your sales? Schedule an Impact Call at no cost here: www.TomJackobs.Com/Impact
