How do you overcome your fears as a salesperson? The life of a salesperson isn’t easy. Whether you’re cold calling, dealing with a difficult prospect, or finding yourself filling the silence in conversation, everyone encounters a situation in which they are not totally comfortable, like Dorothy and her companions entering the forest to find the Cowardly Lion in The Wizard of Oz.
The sales process (much like the journey to the Emerald City) is filled with challenges. As 2019 comes to a close, many salespeople are reflecting on the year and determining how to improve in the future. It’s important that salespeople identify weaknesses or fears and address them head on.
Here are some of the most common fears among salespeople that I have found over my 25+ years of experience, and tips on how to combat them to make the most successful year possible. Just like the Cowardly Lion found courage was inside him all along, so will you – all you need is confidence in yourself.
Saying ‘I don’t know.’ Don’t ever lie and make something up. While it may be tempting to do so in a moment of uncertainty, the end result will not be in your favor. Instead, offer to follow up shortly after your conversation (“I just want to check on that and I’ll get back to you”). This builds another level of trust with your client; first, they know that everything you’ve answered thus far is accurate and correct, or else you would have said so. Second, following through quickly gains you respect and allows you to continue a relationship built off of honesty.
Not hitting a quota. Plain and simple – don’t find excuses or blame other people. Instead, pause and take a good look at your day-to-day activities. Are you doing enough to drive a sale? Do you have enough leads? Are you able to qualify those leads and pursue the strongest ones? If your metrics add up, then it might be your technique that’s off. Play back phone calls, evaluate talk time, and review the follow up materials you send out. Identifying the underlying issue will help you correct it sooner – whether that be partaking in additional training or more networking.
Asking what you think is a “stupid” question. Just ask it! Put yourself in your clients’ shoes and ask any question you’re embarrassed to ask about their business. Don’t worry about being perceived as not smart; ego can sometimes get in the way, misaligning messaging and creating mistrust. Put your ego aside and ask the question that will give you the information you need to help the client. In the end, be authentic, always.
Hearing “no.” Don’t be afraid to make that next phone call even after you may have been rejected all day long. You won’t get 100 “no’s” before at least one “yes.” Celebrate your no’s because they mean you’re closer to a yes. So make that call that you’ve been dreading and count down to your next yes.
As the 2019 year end closes, you may be wondering what are some of the best ways to leap the hurdles that could prevent you from closing out the year on target. If so, join us for a webinar on November 13, 2019 and you can hear some tips and advice first hand from a panel of experts.
Tara Bryant is Senior Vice President of Global Sales at Pipedrive, the first CRM built from the salesperson’s point of view. With 25 years of sales experience, she drives the company’s global sales and customer support functions, and manages its strategic partnerships.
Photo by Ray Grau on Unsplash
We are experiencing a significant shift in the real estate industry. More and more people are engaging in property transactions using digital money. In cities like Los Angeles, Miami, and London, people purchase expensive properties with Bitcoin. Stories abound of developers accepting Bitcoins for new projects in Dubai and New York. Many industry experts are excited about the potential for digital money and blockchain when it comes to real estate. But although digital currency transaction is the future, insiders say that we are not quite there as yet. However, when it comes to real estate market, the many benefits of buying and selling in Bitcoin can hardly be overlooked.
- A Bitcoin transaction is cheaper as it cuts costs by eliminating third parties. The fee to process the transaction is only 1%, which is a requirement for Bitcoin transfers.
- Also, digital sales are compelling in international property markets because they are quick, and in some cases even instantaneous. They remove the need for transfers between foreign banks and currency conversions, which can slow down the process by taking weeks or even months.
- Moreover, it is more transparent than the method for tracking fiat money as the firm just checks the legitimacy of the prospective Bitcoin buyers. Moreover, it is easier and more efficient than traditional currency from a technical perspective.
- Buying property in Bitcoin essentially involves fixing the price in fiat money and then converting it to Bitcoin. But the property seller absorbs none of the volatility as long as they exchange it back to fiat money as soon as the transaction is complete.
Mass adoption obstacles
Some Bitcoin analysts are less convinced that the property market would more widely adopt the cryptocurrency. First, the mechanics to convert their cryptocurrency into fiat money is very limited. But the biggest problem is the fact that Bitcoin and property appeal to different types of investors.
LinkedIn is the largest professional social network, yet many business professionals are only scratching the surface in using it as an integrated part of the sales process. LinkedIn provides the opportunity to create meaningful connections throughout the sales funnel when used strategically, and many active sales professionals say that LinkedIn is their most powerful online tool for finding prospects and building relationships.
If you are ready to take advantage of LinkedIn, the 5 P’s method will help you to focus your efforts strategically to get the results you want.
Your profile is your online resume – it needs to stand out and be compelling. This is your opportunity to position yourself as a powerful business professional. Think of your profile as your first impression with a potential lead or prospect. The most important elements of your profile are your picture (60% of your picture should be your face), your headline, and your summary. These are all at the top of your profile and follow you around LinkedIn. Complete the rest of your profile as much as possible and consider adding sections like certifications or projects to make it more robust.
TIP: Think about searchers when writing your headline, summary, and job descriptions on LinkedIn and use keywords to be found.
You don’t want to be talking to an empty room, so growing your network is important. Consider your objectives for being on LinkedIn and begin to target new connections who would be helpful to you in achieving your goals. This could be prospects, leads, people in your industry, thought leaders, or other business professionals. Building your network on LinkedIn is about both the quality and quantity of your connections, so don’t focus too much on numbers, but make sure that you are connecting with people that are relevant to you. You can also use LinkedIn search to find people and map out organizations to determine who the decision-makers are.TIP: When connecting with people who may not know you include a personal note as it increases the probability that people will accept your request.
Stay top-of-mind by posting regularly. This keeps you in front of your target audience and establishes you as an expert. Aim to post a few times a week, or as much as once a day. In addition to posting on your newsfeed you can also post to groups or longer format articles.TIP: Video posts are top performing right now. Consider adding short videos to break-through the noise and be seen.
Being active and participating is a great way to grow your visibility. Comment on and interact with the posts of others. Search hashtags and participate in conversations that are meaningful to your industry.
Consider participating in three places: 1) With people in your network on your own posts, 2) With people in your network on their posts, and 3) With people in your target audience.
TIP: You can also send private message to LinkedIn contacts once you have established a relationship and want to create a deeper discussion. Aim to take the conversation off of LinkedIn.
Finally, look at what is (or isn’t) working and optimize your approach. People not responding to your posts? Try asking questions or including a few popular topics (like travel tips or productivity) to generate interest. Evaluate your efforts and try different things to see what resonates. There isn’t a “magic formula” for LinkedIn – different things work for different people in different industries.TIP: Take some time each month to evaluate and improve.
LinkedIn can be a powerful tool – but only if you take the time to use it properly. Make a commitment to get more active on LinkedIn to boost your visibility, stay top-of-mind, establish yourself as a thought leader, and connect with prospects and clients.
TIP: Use the LinkedIn mobile app on your phone to stay active in downtimes throughout the day.
To learn how to use LinkedIn effectively, join us for a webinar: Mastering LinkedIn for Sales on October 10, 2019.
Photo by LinkedIn Sales Navigator on Unsplash