Improving Sale Effectiveness • How many of you out there are great at sales?
• How many of you find it very easy to call people and make appointments with prospective clients?
• Have you ever found it difficult to ask for what you want to be paid?
• What are the stories that go on in your head that get in the way of you being better at sales?
This month we have Gavin Mills, from Sales Partners, as a guest collaborative writer of this article and he will also be our guest on Catalyst LIVE! on June 2.
For years I have found it difficult to pick up the phone and call people to make appointments to talk about business. Yes I know that this may surprise many of you that I would find this difficult. When it comes to calling people about business this little voice goes of in my head; what will I say? Why would this person want to do business with me? They probably already have someone else. What do I have to offer that is better than what other people are doing?
Do any of these questions sound familiar to any of you?
Another situation where you may be having problems in sales is with asking for what you are worth? How many of you feel uncomfortable asking for your full price? How many of you have given yourself a raise in the last 2 years? I can make up all sorts of stories to justify not asking for more money. The economy is in a down turn and business can't afford it. The price I charge already is all the market will bear; people won't pay any more for my service. If I ask for too much money, I won't get the work. I couldn't charge that, that is way too much money! Notwithstanding that, many companies have used my services and received a return of more than 20 times their investment. Undervaluing our service is another place where our minds take us out of the game.
These questions and negative self-talk form part of the nervous chatter that goes on in our head, what Sales Partners affectionately refer to as our Little Voice. When we enter into a situation where fear pops up, our brain goes into a self protection mode and our Ego starts to make up a story. The Ego is extremely good at manufacturing interpretations to remove us from the fearful situation. If the story my Ego makes up is big enough then I won't pick up the phone and I won't ask for more money.
At Sales Partners they have perfected the Little Voice Management System and other sales training & mentoring techniques to assist you to manage these types of situations.
Where does the Little Voice come from? How did it get there? Why can't we just move it out of the way when we need to? Here's one reason: Conditioning. So what does that mean?
Throughout our lives we have experienced countless events or circumstances, each one of which gets stored in our mind as a memory, either consciously or subconsciously and in the muscles of our body. On a daily basis, how often are we thinking about these memories? Probably not much, if at all!
Occasionally however, something will happen that will push our buttons and trigger that memory which in turn causes us to react. Now add some emotion to that memory and what happens to the reaction? It has emotion attached to it, right? And what happens to our intelligence when emotions go up? My guess is that intelligence drops in that moment.
Let's look at the example above of not picking up the phone to make a sales call. Ask yourself this question: Have you ever been rejected? If you answered No, you're probably lying! Let's face it - who hasn't experienced rejection at some point? So when you go to pick up the phone, and you've been rejected in the past, the memory of that rejection suddenly pops into your conscious mind in the form of your Little Voice and starts sabotaging your thoughts by telling you that this call you're about to make is High Risk and chances are you'll get rejected again....!
So what do you do? Some of you won't even make the call, some of you will make the call with the Fear of rejection in mind - and guess what happens next - yes you get rejected again, and some of you will make the call and have managed that fear in the process. Those of us in this last group, whether we realise it or not, have conditioned ourselves to be able to face the fear and manage the Little Voice so that we can move forward, make the call and get the success we so richly deserve. The rest of us are conditioned to the point of either not making the call or getting rejected and taking it personally.
So why not learn the tools to be able to manage your Little Voice in every situation so that you can make the best decisions, lower your emotions and raise your intelligence so that ultimately you will get the results you really want and be who you really want to be, without any more effort whatsoever.
These Little Voice Management Systems are vital in the moment to over come what your Little Voice is saying and propel you into action. Make the call and ask for more money.
For those people who find this a persistent problem there is a longer term solution that will quiet the Little Voice permanently or have it be just a quiet whisper. This is achieved by removing the emotional hot button that is causing the Little Voice to scream you are in danger of being rejected. The great news is that Tom Stone at Great Life Technologies has perfected a technique to allow us to dissolve the emotional hot button and eliminate the emotional reactions.
When we eliminate the emotional reactions we don't have to do nearly as much Little Voice Management and we can put the rest of the sales techniques that Gavin teaches us into more effective use faster.
Wishing you greater sales success;
Jacque Small and Gavin Mills