We all know that selling in a slow economy is hard, but selling in a slow economy without the proper environment can be disastrous. It starts with creating your personal cocoon, and eliminating everyone and everything that distracts you from your goal. Your cocoon should be a work environment that is conducive to positive energy. A healthy arena where you feel confident, optimistic, and are willing to take risks. Here are a few techniques for selling in tough times.
Maintaining your confidence in tough times can be challenging. There are more hurdles to jump, more people to pitch, and more time to invest before the sale is complete. But maintaining your confidence is crucial. Potential clients can hear confidence (or lack of) in your voice, instantly. Studies show that people respond more favorably to confident speakers than to those who sound weak. To increase confidence in your voice, pull your posture up and breath from the area around your navel. This quick technique gives your voice the strength it needs to project confidence.
You have to be resilient if you want to make it through any sales dip. Selling is a numbers game. There will be 10 No’s before there is 1 yes. Being able to dust yourself off after the 9Th no, pick up the phone, and try again will differentiate you, and get you through the dip. Know what your number game is, and look at it often. This knowledge can help you to keep it all in perspective.
It is simple, consumers want to buy from sales people with a positive attitude. If you are irritated, angry, or distracted your customer will pick up on it and move on. Create a work place that brings you positive energy. Family or vacation photos, real plants and flowers, trophies, awards, or even a snugly blanket can create a positive mood. Remove any items that cause stress and negative energy. Items such as a clock, calender, deadlines, and blaring lights should be eliminated from your cocoon.
Procrastination can kill a deal before it even begins. Do not fall in to the perpetual trap of feeling that you are not quite ready to make that call, or give that presentation. Avoid over-complicating or over-analyzing the situation. As Nike says, “just do it!”
Make yourself stand out from the competition, show your personality. Being creative in your approach is much more appealing than a lifeless, monotone sales pitch. Distinguish your brand by being different and interesting. The sky is the limit.
Be Honest with Yourself
In order to get better, we must be willing to look at what is working, and what is not. This can be hard for many people who are emotionally invested in the business. Looking outside of the box takes practice and discipline. If you are one of these people, consider investing in a mentor who will give you sound advice. A good mentor will be honest and upfront with you, minus the sugar coating.
It is time to surround yourself with people who are good for you and your goals. The mission? Eliminate any unnecessary noise. This means negative friends, politics, or anything that weighs you down-distracts you from your positive, confident, successful environment. Success breeds success. You will be amazed how this simple measure can make all the difference.
The market may be a tougher to penetrate these days, but by maintaining the right environment, staying positive and confident, and being creative you can ride the wave and add to your portfolio.