Three Bold Steps Anyone In Sales Can Take
The fact of the matter is that many people find sales scary. Some people find it so scary they never enter the profession whilst others take on the role but then let their fear limit their actions.
Not everyone is aware of their fear, or willing to admit it, but it’s something I see in a lot of sales people across many industries. It can manifest itself in lots of ways – from a hesitation to call a certain person or company down to too readily accepting objections on the phone.
In whatever way the fears manifest themselves they cost the sales people billings and commission.
So with the theme of this week being ‘boldness’ let’s look at three bold steps that anyone in sales can take. By taking any of these steps you will, regardless of your own personal hesitations, be a step (three in fact) closer to overcoming your sales fears.
(And if you currently are a bold sales person who knows no fear then check through these three steps to make sure you are maximising your sales potential!)
Whatever your industry and whatever you sell I bet there are bigger companies out there that you could sell to. It’s typical for smaller, easier looking, companies to be targeted by sales people. So how about this – identify the top 200 companies, by size or turnover (depending on which is most appropriate for you) and draw up a plan to contact all of them.
Even if you have made a commercial decision to sell up to a certain size of organisation within your industry make sure that you are going after the prime prospects – at the top of the bracket you have decided upon.
The normal reaction is shy away from these companies due to their size. Be bold and approach them in the same way you would your normal prospects.
Manager – Director – Managing Director – Group Managing Director – Global … you get the idea
There is probably an ideal level of decision maker that you should be presenting your products to. Many sales people typically approach individuals within the prospect company at a level under that ideal level because they are less daunted by the lower title. There are many problems with this, not least of which is that you then spend your time having conversations with people without the power to make decisions.
So be bold. Identify your ideal level of decision maker and call that level of person.
Sales people are plagued by the fear of loss, particularly in the later stages of a consultative sales pitch. When the signs of a deal start to emerge too many sales people pitch low and win less than they could have won if they had been bolder with their recommendations.
When a prospect is interested in what you are selling it is hard to destroy that interest by offering too much. So be bold enough to present complimentary services or offer your top of the line package. You can always work back from that if it is to much for your client.
On Monday I discussed the quote “Fortune Favours the Bold” – and in sales it certainly does. Be bold to go after bigger companies, more senior decision makers and bigger deals and I guarantee you will have greater successes!
Until next time; sell boldly!
- Four Sales Actions Every Sales Person Should Take (edenchanges.wordpress.com)
- Three sales tips I learnt from books (edenchanges.wordpress.com)
- How to Close the Biggest Deals (inc.com)
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