Archives for September 2012

THE SELLING DISCOMFORT DILEMMA: How to Keep Going When You Just Don’t Wanna!

Your hand is poised over the phone to call a potential client you’re afraid may say “no”…or over the keyboard to write your first blog…when suddenly, out of nowhere, you become unbearably uncomfortable. The Discomfort Dilemma grabs you! Whatever the next step is, it seem agonizing. Sometimes even impossible.

The Discomfort Dilemma is that perilous moment when you stand poised between moving forward and doing whatever is next—or doing something to avoid it. It happens in every aspect of life, but it shows up on steroids when you sell.

GET ME OUTTA HERE!
You want to dive under the bed and mainline chocolate. Even trim the cat’s toenails or shampoo the carpet. Anything to avoid that scary next step—even when you know from experience that trying to avoid it only makes you more uncomfortable!

You know that when you’re sitting at your desk with little chocolate smudges on your face, with the kitty licking her new manicure, and both of you are staring down at your spanking clean carpet, that next step will still be there. And it will seem even bigger! Plus, it’s later in the game and you may feel even more behind the Eight Ball. You may feel pressure to make up for lost time, to produce more and better results, more quickly. [Read more…]

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SOUL OF SELLING GHOSTBUSTERS: 6 Ways to Blast Negative Mental Chatter

You want selling to be fun! You’ve taken classes. You’ve read books. You know it can be fun. Lots of people say so!

You reach for the phone to make your next call and…the ghosts and goblins of negative mental chatter swoop up from the floorboards, out of the walls, through the ceiling. They say things like:

  • Selling is sleazy; you have to manipulate people.
  • I can’t take rejection.
  • I shouldn’t have to do this. I was made for better things.
  • People make me jump through hoops, and then they don’t buy.
  • I just don’t have the hard core it takes to sell.
  • I’m not that slick, and I don’t want to pressure people.
  • I can sell for others, but not for myself.
  • Selling is hard. I’m not good at it, and it isn’t fun.
  • There’s a secret to selling that everybody knows except me.
  • My mother would turn over in her grave if she knew I was doing this.

OH NO! NOW WHAT? [Read more…]

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Selling Alchemy: 3 Ways to Dissolve the “Yeah, buts…”

Your sales conversation is going well–and then you hear those two little words: “Yeah, but…” Usually followed by: “I don’t have the money” or “I don’t have the time.”

What do you do? Yell, “Liar, liar, pants on fire!?” Give up, hang up, or turn away? Offer them a dollar from your wallet?

Of course not. This is not the end of the sales conversation. It’s the beginning of a new conversation that can be even more productive, and probably more profitable, than one without “objections.”

LET THE DISSOLVING BEGIN!
Try these 3 steps to dissolve the “Yeah, buts” and keep a warm, open connection with your potential customers: [Read more…]

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