Know-How Exchange : Strategy

1) Be real. Phoniness is transparent
2) Know your product/service
3) Believe in your product/service
4) Believe your product/service fills an essential need in the market.
5) WORK. Nothing works like work.

Michael

First, I admire you being candid. You are putting yourself out there and on the line. That took courage. It probably put you out of your comfort zone. Repeat the process.

Get some training. Every day commit to something that takes you out of your comfort zone. Salespeople are not born. It's a learned skill. And worth it-- many people call sales the worlds highest paying profession. I know this ditzy blonde would never have attained the income I have in any other field.

On my first cold call which was really a very warm call-- an existing customer-- I left with my knees banging together for a good 5 minutes. Now I'd cold call Obama if I thought I had something to sell him. Walk in that White House like my living room.

So start somewhere. While a lot of Dale Carnegie training is dated, their public speaking course will expand your territory and is one of the least intimidating. I remember doing NLP (Tony Robins is a big fan of that) and EFT prior to the first time I had to speak in front of 100 plus people. I did it extremely well and I had a natural high for weeks.

Adversity helps too-- my ex was an idiot and we were in trouble with the IRS on more than one occasion-- for 6 figs. They came knocking and I kicked them off my porch. Draw on these experiences-- someone tries to intimidate me and I think -- I intimidated back the worst of intimidators-- bring it on amateur.

Right now I'm reading Al Sobczak's new book- -Smart Calling. I could have written that book our views so align-- it's a good one for beginners and a refresher for pros. Al has a great analogy-- sometimes taking your fear to the extreme makes it laughable. So imagine the prospect a giant 8 armed monster who will reach thru the phone and devour you and put you in sales rep hell. The more you expand, the more laughable your fear becomes and more effective.

At some point you have to face the demon. Are you going to step out of your contact zone-- or is the moniker "big money" just smoke and mirrors.

I coach people in sales and my best advice is as above, commit day to day to expand your comfort zone. It will bring results-- trust me on this. Nothing like the high of a big fat check validating your worth with your name on it.

Jump into the abyss-- you may find you land on a feather bed... one of my fave quotes. Another is -- if you don't make the call -- you've already lost the sale.

Balls in your court. Are you going to lose the sale? I hear Walmart is hiring.....

Focus on pull marketing instead of push marketing. It's the best thing to happen to geeks like us in the history of mankind.

https://www.morebusiness.com/running_your_business/marketing/ah_pushpull.br...