The script inside your head

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You often hear the comment “I didn’t come here to be a salesperson”.

Generally, this is code for ‘I am not confident at selling and building relationships’. For most people the script running inside their head is saying:

  • I won’t be good at this.
  • My boss is the visionary. She can sell the ideas – not me.
  • I don’t like talking about money.
  • What if the client says no
  • You can’t be a “trusted adviser” and a “sales person” at the same time.
  • I don’t have the personality for it.

The key is to psych yourself in, not out, with these 4 facts:

  1. What makes a good adviser makes a good sales person. Think about how you deliver your services to your clients – you ask questions; you provide opinions; you are accessible when the client needs you; you bring creative solutions to tough problems to the table and you deliver what you say you are going to deliver. This is exactly what you need to do to become successful in sales.
  2. Your clients actually want you to sell to them. Clients and prospects want to solve problems they’re currently not solving, and they want to achieve success they’re currently not achieving. If you can show them how they can do that, and how you’re essential to getting them where they want to go, they’ll be grateful.
  3. You’re most successful when you aren’t ‘salesy’. The best rainmakers don’t use cheap tricks to win deals and they don’t sound contrived when they ask questions or give advice. To be successful at sales you have to be yourself and be sincere.
  4. Selling is rewarding. Bringing in a new client or extending the relationship with a client is a thrill and brings career success and rewards.

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