The number one most important element to confidently cold-calling and selling face-to-face is having not only a belief, but a core conviction regarding your product or service and what you can offer. It will change the way you look at wanting to get the information to your prospective customers.
If you know without any doubt that your product or service will make life easier, save people money, bring people joy, or change people’s lives, then you won’t want to hold back from knocking on every door and shouting from the rooftops just to let people know what you can do for them and how they can improve their situation.
I know you are probably already feeling uncomfortable about the idea of informing everyone you meet about what you do, what product you sell, and what service you offer. You may be cringing at the thought of doing so and already fretting as to how that would make them feel. If you automatically feel challenged at the thought of doing this, there is a good chance it is because you are associating talking about your product or service with selling.
This is a common mistake that is definitely going to make you feel uncomfortable. Heck, it makes me feel uncomfortable! When you fully understand the concept that you aren’t going to try to sell again, your whole energy will change when you present information about what you can offer.
Are you convinced your product or service is valuable?
Ask yourself this question: are you convinced your product or service is valuable and your customers deserve to know what you offer? Yes? So just why aren’t you telling every person you meet who could use your product? Why are you nervous about discussing how it would be of benefit to them?
This might be a little tough to hear, but if you believe in your product, then it’s your ego getting in the way of your cold-calling and approaching the sales process. Trust me when I say this: when you place your customers’ needs above your ego, you will remove any trepidation or fear of rejection.
The definition for the word ego is ‘the conscious mind, based on perceptions of the environment from birth onwards’. Consider what perceptions or assumptions you possess that may not be serving you or that could be wrong at the time of the call. Perceptions you have developed over time are determining your actions now when it comes to selling. If your perceptions regarding selling are disapproving then there is every chance your sales call is going to feel awkward and uncomfortable.
What do you think about this? Let us know in the comments section below.
This is an extract from Good Girls Do Sell: The Modern Businesswoman’s Guide to Authentic Selling by Janeen Vosper – designed to empower you to feel confident and brave in every sales exchange.