Making the decision to become an entrepreneur is singly one of the exhilarating and nerve-racking experiences I have had. If you have felt the same, then we are starting out our time together in a shared experience.
In the realm of excitement, you have feelings of unlimited potential, offering a product or service that your belief will make a difference in the life of others, and you get to breathe in the sweet taste of freedom. On the side the coin you have the nerve-racking feelings, you are now all the things – the back office, the marketing department, the sales department, the delivery expert on your goods or services, and so much more.
All the sudden, a sense of overwhelm that sets in. Especially as it relates to sells – and that is what I am here to offer some tips on.
I am currently a Fortune 500 Sales Executive in Hi-Tech and an Entrepreneur. I have been in sales for over 20 years with various awards and recognition for overachievement. I say all that because even with a high acumen, when I first started my coaching business, I froze when it came to sales. It wasn’t until I was able to embrace what made me successful in corporate sales into my own business. But first, let’s talk about those early entrepreneur years.
Here are the 3 sales mistakes I made when I first started
- I didn’t hold my value when it came to my offer – I often highly discounted or offered free sessions in hopes to “close the client”.
- I talked more about how and why I started my coaching business rather how my services served my potential client – The craziest part is how my services helped others was something I was passionate about.
- I didn’t build bridges that brought my clients from A to B. I told them what I did and hoped that I get a client. I must have oozed desperation!
Can you relate to any of these? Chances are you do. After working with entrepreneurs for years, I have identified that the most glaring characteristic missing from most entrepreneurs when it comes to their sales is: Confidence.
Confidence is the differentiator between those that have recording breaking success and those that constantly struggle to get their business off the ground. So, you may be asking yourself right now, how do I become more confident as it relates to sales in my business? That’s the question I am here to answer. I am going to share with 3 secrets that will having you selling with unwavering confidence – and they might not be what you expect.
The 3 Secrets to Selling with Unwavering Confidence
1. Accept Rejection
This may sound and feel counterintuitive. You may be thinking to yourself is Becca really telling me to accept rejection. And the answer is, yes, I am. When you fear rejection and stay centered in wanting approval, being liked, being perceived as valuable, or seeking validation – you are stepping out of your personal power. The moment you seek outside yourself for approval, you have weakened your character. It’s like you have put an energetic question mark between you and your client – and your client feels it.
An example of how this shows up is telling a client how much your services are then immediately either offering them at a 50% discount or even free. I’m totally guilty of this back in my earlier years. We want them so badly to say yes that we devalue ourselves and our worth.
My challenge to you is – accept rejection as part of the process. Expect to be told no. Build up those fear of rejection muscles. The most incredible thing happens when you do – you hold your value and your worth. Your confidence increases, your potential client feels it, and your odds of onboarding the client significantly increases. Which in turns boosts your confidence again. It’s a truly incredible phenomenon!
2. Tap Into Passion
Entrepreneurs have the most inspiring and miraculous stories. They typically are rooted in some incredible transformation story that either happened to them or someone in their family. There a very passionate reason why each entrepreneur started their business. When this passion can be felt and understood by a potential client you extend the olive branch of possibility to your potential client. Once the potential client grabs that olive branch of possibility the likelihood of you onboarding the clients also increases.
Here are some questions to get you tapped into your passion. What is your story of transformation? What lights you up when you think about your business? What difference are you making in the life of others with your product or services? What challenges are you helping others overcome? And lastly, what do you get excited about when you think of your business?
When you have the answer to these questions, lead these answers when someone asks what you do. You will see that their energy makes a positive shift, and your confidence will increase!
3. Build Bridges
Selling has gotten a bad reputation over the years – often equating every salesperson to the likes of the used car salesperson looking to take advantage of every potential buyer that cross their path. That couldn’t be further from the truth. A good salesperson is so much more than that. A good salesperson solves a problem, understands the desired outcome, and builds a bridge for the client to get from where they are to where they want to be.
Clients look for solutions for two reasons: pain or gain. It’s really that simple. In all my years of sales when I finally wrapped my head around that my sales increased and I didn’t feel sleazy at all- I felt the opposite, helpful! I understood that they were interested in my services because it relieved their pain – or they had something to gain out of it. I was no longer “selling”, I was a partner with them in trying to get them to their desired outcome.
It was my job to build the bridge and show them how my product and services solved their problem or helped the get to their goal. Building bridges showed my clients how working with me would work and the outcomes they would get. It boosted my confidence and increased my income all by genuinely helping others. So, go build some bridges!
Selling with unwavering confidence takes practice and these 3 secrets will help you get there!
Author of Harness Your Inner CEO