| This Profession is Not for Wimps |
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Got What it Takes? On Thursday I received a phone call from a director at a major utility company who said he needs help. You see his staff is supposed to be selling, yet they aren't having any luck. Charged with bringing in much-needed revenue to help boost the bottom line, they have no background for business development and conducting consultative calls.
I started asking questions such as, "How easy is it to get the appointments?" and "What are the top three goals you want to accomplish?" and several more questions. It seems he was having difficulty answering them. After some time, he said he would think about the questions and we'd talk the next day. When he called back he said, "Renee, I don't think we are ready for sales." So what IS he ready for? Seems to me he is fearful. Fearful that he is now having to be accountable. Fearful that he has put the wrong people in place. Fearful that he has to lead a team of "salespeople" when he isn't one. "Hey", I felt like telling him, "this profession isn't for wimps." You see, just like investing in the stock market, one has to be BRAVE to sell. That means polishing your tools, outshining the competition, and pushing on with more phone calls, even when you aren't in the mood. What about you? Are you gutsy enough for this profession? If you are experiencing doubt, read on for my top 5 tips for staying in this game. 1. Eliminate YOUR fear. Your fear of rejection, of not making your numbers, of failing. If you are sitting around worried, you can't be productive. Instead of fretting, pick up the phone and start dialing. 2. Ask for referrals from your network. Be specific when you ask. For example, instead of saying, "Do you know anyone who can use my product?" Ask: "Who do you know in your business who can use our products?" This should help get the creative juices flowing and you are more likely to get a referral. 3. Continuously build your network. At a speaking engagement the other night one of my audience members, a musician, said he has his "Street Team". They first review his music, send audio to their friends, write in his Blogs and serve as his raving fans. What's your network look like? If you aren't sure, you'll need to cultivate one. 4. Learn something new (nag, nag, nag, Renee!) Pick up a book, download a seminar, view some videos, attend a conference and really listen! All it takes is ONE new ideas to help you increase your sales dramatically. I know because I see this daily. In my sales and my clients' sales, too. 5. Remember that sales is THE best profession on the planet! Where else can you create your own destiny, make great money, and always get a terrific job? Companies need us to keep going and our economic contributions are very valuable in the economy. So enjoy every minute of it! (c)Renee Walkup, All Rights Reserved, www.salespeak.com, 678 587-9911 |
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