I was on a masterclass with Lisa Sasevich who is known as the creator of the “invisible close” and she was giving out the gold nuggets on this call for sure! During uncertain times we as business owners, entrepreneurs, and real estate professionals start to think …WOW I can’t sell right now people are scared!
There is certainly a right way and a wrong way to do sales in any world environment, that is for certain. This all comes back to how much you believe your product/services HELPS PEOPLE! Certainly, there is a more delicate approach to your messaging, your tone during times of economic challenges – shift to educating and serving your customers/prospects in any way you can (which you should do anyway) even if that is a referral outside of your business. No, this will not hurt your sales in the long run – you will get referrals in return by being helpful and a “good corporate citizen”
Now, when times are more challenging fear goes up both in the prospect and the company – fear of rejection, heightened emotions, all of these things contribute to call-resistance (reaching out to customers on whatever channel works for you) this is NATURAL. The trick is to surround yourself with positive influences like Lisa, other thought leaders like Brian Tracy master sales trainer – and many others to keep you motivated to PIVOT and offer new services consistent with the current needs of the marketplace.
There will be people that reject your offers, that is OK they are just not ready to take the journey to the outcome that the product provides – that has NOTHING to do with your personality, keep that fact in mind it will help your resistance to make those calls on your clients. Sales is not a bad thing, or a dirty word – nothing happens in the world without sales, relationships are sales, getting on the damn phone and calling your network, vendors, clients are sales – you have to sell yourself on doing those things. Sitting on the couch and watching Netflix is a sale you made to yourself – too much of that won’t get you closer to your goals…but it’s still a SALE. The word can be neutral, negative, and VERY positive when your company brings value to the customer’s life.
To your success,
Tim Reid
-Respect The Hustle