MARKETING
TIP #064
Lessen Your Sales Anxiety
Your sales anxiety just makes your prospect more sales resistant because he can sense it. It shows up in your voice, your body, and that little twitch in your eye. You know the one I’m talking about – the one that you hope no one notices.
We create this anxiety because of the pressure we put on ourselves, and because we have quotas and goals and competitors who are only too happy to eat our lunch. But there’s a way to take the pressure off yourself and engage the seller so that he wants to buy from you instead of resisting you.
I used to always say, "There’s nothing like a new boyfriend to get over the old boyfriend." It’s the same way in selling. If you have a full sales pipeline, you’ll never have to be anxious again because you always have the next prospect lined up. It’s simple, but not easy.
What’s required is a lot of serious qualifying before you contact the prospect and, even more important, working your referral network. You know, the kind of network that the "Can you hear me now?" guy has at Verizon. Spending time developing your network is as important as time spent on prospecting. It’s the real key to success long term.
Lessening your sales anxiety also has to do with your sales approach. Desperation can be spotted a mile away and hope is not a good sales strategy. If you keep your pipeline filled and your sales approach is one of "seeking first to understand, then to be understood," your buyers will be much more open to you. They will give you better information and insight into their needs and you’ll have a better shot at earning their business.Talk to you soon,
Kae Groshong Wagner
CEO, Founder — North Star Marketing
Award-winning Author, Speaker
Brand Consultant
CEO Advisor for Sales & Marketing
P.S. Lessen your sales anxiety by joining The Sales & Marketing Forum by North Star. Click here to learn more.
