Share this page on:
FacebookTwitterLinkedInGoogle BookmarksMyspaceTumblrRedditGoogle ReaderDiggDeliciousBlinkListStumbleUpon

Advice on getting better confidence as a seller

Ding dong!
This is an important letter for you who meet clients to sell your business. It's about how you get a much more pleasant attitude and can relax more. Let’s begin!

Let's say you go from the car to the office building where the client you will meet is waiting. You will have a meeting in ten minutes. What do you say to yourself during that short walk? This is incredibly important. You're a little nervous, which is great, because if you're nervous you really do your best. If it's the third visit today and the other two resulted in failures (or at least, that’s how it feels sometimes) ...

... Then it is easy to think like this:
• I really need to sign up this client.
• I want their money.
• I need to show them how good my offer is.
• I hope they think I'm good enough.
• I have to remember my presentation and how to handle their objections.
• I need to get a clearance.
• I don't think it's fun, but I really have to do it anyway.

Everyone has had these thoughts and many fail because of them - because you put yourself in an unnecessarily stressful situation. And what do you think your customers will think of a person who carries all that stuff in his/her head when he/she arrives to a meeting? They will feel like they are facing a tense and egocentric person who really acts like ... well, like a salesperson.

What if, instead, you step out of the car, look at the office building and think:
• I'm about to talk to a person and I will discover if there is an opportunity to help him/her.
• I really want to help them.
• I want to do something good for this person, even if he/she won't become my customer.
• I will focus on what I can give to them, not what I can get from them.
• I will put myself in their situation and act out of that perspective.
• It's about them, not about me.
• I will listen, listen and then listen some more.
• I have no expectations – whatever happens will happen.
• I will be myself.
• I want to have fun.
• I will not try to sell anything to them.

What a cool person that would be, right? And the customer will feel the same as well. The customer will know that here is a real person who truly cares. Who is relaxed, not intrusive, but warm and generous.
Not at all like a ... well, a seller.

If we don't feel that we have to defend ourselves against you, we begin to relax and listen instead. That's when we can open ourselves for real and let you into our lives. If you start talking about your amazing solution too early, you will be talking to deaf ears.

About the author

Stefan Ekberg has worked in marketing for small business for 20 years and has written around 30 books on how small business owners can market themselves with limited resources. . In 2012 Stefan was nominated as Entrepreneur of the Year in Stockholm.

230 000 prescribes to his free newsletter "The 5 minute marketer"
Every week some 230,000 prescribers gets his free newsletter about 5 minute marketing.

"The 5 minute marketer" - the book
You run a small business and you want to get ahead of the competition, but how can you give resources to marketing when you're short on time and the budget is tight? The solution is here! The 5-Minute Marketer is packed with 395 tried-and-tested ways to market your business in 5 minutes or less.