EP Huddle #25
You don't have to be in sales long to understand how important it is to believe in your product. And, the buyer picks up on this belief system quickly. That's why a lot of people give used car salesmen bad names and why some mechanics are more trusted than others. We've all been screwed by someone, which then makes the trustworthy salespeople a little less hesitant to push a deal. They don't want to be viewed as a pushy salesman.
But this can only be an issue if the salesperson doesn't believe in what he's selling. If you have belief in your product and the service your company can provide, if you believe you can truly help your customer, and if you believe the prospect needs to hear your pitch because she'll benefit from working with you, then you can be strong and persuasive! In a good way.
Here are two examples of how I've done this in my own sales career.
As a team:
Think of mini-sales in your business. What can you do to convince yourself the prospect NEEDS your service? What questions can you ask to make sure you understand their needs and goals? What problems can your company solve for them? What can you commit to that will give you strength and conviction in your sales approach?
Your salespeople will immediately have more confidence and your sales will increase immediately.
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