No matter your profession or job role, everyone suffers the odd jitters and nerves at work. These could stem from a big presentation to your peers or the everyday the tasks and challenges we all face in the workplace.
Being a sales professional is no different, perhaps you’re new to sales, it may be you’re not “technically” the sales person.Perhaps selling your product/service isn’t happening as quickly or as easily as you originally thought. When it comes to growing a business, whether you are a part of that business or the owner, selling is the lifeblood of that organisation.
Here at durhamlane one of our specialties is high impact sales training for sales and non-sales people. A common theme throughout our sessions is “How can I overcome my nerves and sell more over the phone?”. This blog will cover 5 sales tips to cure your sales nerves, helping you to improve your performance:
1) The First Call Is Always The Worst
The simplest piece advice for this situation is just to bite the bullet and pick up the phone. One way or another you must start conversations in order to win new business. Approach your call (as with every call) with a positive outlook and know that this isn’t a “sales call”, it’s a conversation. If you think in terms of ‘Business Fit, Business Value, Long Term Relationships’ (durhamlane Sales Mantra #1) you will understand prospecting better.
2) Some Will, Some Won’t, So What - Next!
Rejection and set backs are all in a day’s work for every sales professional in every corner of the globe. A thick skin and the determination to keep going are essential character traits for every sales man or woman. Remember, this is business not personal!
3) Product Knowledge Gives You Confidence
A lot of the fear sales or non-sales people feel comes from their lack of knowledge. This could be lack of product/service knowledge, lack of target market understanding or knowing the nitty gritty about the space you’re working in. It is vital you understand your product inside out so when you’re asked a complex or detailed question you have the knowledge to back you up. This will in turn give you the confidence to reach out and start the conversation.
4) Set Goals That Are “Ambitious But Realistic”
Sales is the lifeblood of every company, winning and retaining business is vital for any company to succeed. By making your targets ambitious you are pushing yourself to sell at a higher level and achieve success, however it’s important to ensure these targets are realistic and achievable.
5) Believe in Your Product
Ultimately the best advice for overcoming your fear of getting on the phone is to believe in your product/service. Understand it’s value, it’s place in the market and the problem it solves for your prospects. When you have this confidence you can approach each sales call with a positive out look and an optimistic viewpoint.
Good Luck! And as Di Caprio said in that great 'Wolf of wall street scene' - "Pick up the phone and start dialling"
If you would like to learn more about how we help businesses and sales teams to win new clients and become more commercial, visit our sales training pages and download our 'Selling at a Higher Level' brochure.
