Ahh. Selling. Sometimes, this is a word that is
dreaded and feared by all but the most intrepid business owners.
It seems that, even though we all know we need to "sell"
our products and services, many of us feel fearful or anxious
about actually doing so.
These 10 tips are designed to help you shift out
of your fear, and into excitement, about sharing your product
or service.
1) Know the source of your fear. This tip reminds
us that it is necessary, first, to know what we're afraid of.
Most often, fears of selling come in several forms. Either we
worry about not being liked, or being perceived as pushy, we (secretly)
worry that our product or service might not perform as we say,
or we struggle with the idea of rejection. Knowing the source
of your fear (sometimes it can be a combination) is an important
part of overcoming your fear of selling.
2) Take action to address the source. In this way,
you are taking action to overcome your fear. In some cases, this
might mean that you improve your product or service (you can use
customer feedback for this), or you can find ways to share your
product/service in a way that feels more authentic and natural
to you. You can also find ways to "bounce back" after
rejection which is easier to do, by the way, if you don't take
"no" personally.
3) Find enthusiasm for what you offer. One of the
best techniques I've ever used to overcome my fear of selling
has been to tap into my passion and enthusiasm for what I'm offering.
I make a list of all the really wonderful benefits and successful
outcomes of past customers. I hang this list nearby where I can
see it everyday. Try this for yourself - your confidence will
skyrocket.
4) Shift your perspective. How would it feel to
think of yourself as "sharing information" about what
you do? Or "showing benefits" or "sharing your
passion?" If you feel uncomfortable or anxious about "selling"-
find a way to shift your perspective to one of sharing information
rather than "convincing someone to buy."
5) Start small. Very often, people tend to tackle
projects much larger than they can comfortably handle. When you
want to overcome your fear of selling, start small. Maybe you
will share your new business with a few trusted friends first
and then gradually find ways to expand your sharing to include
a larger circle. The most successful business people are those
who interact with others in an authentic, passionate way so find
a way that feels comfortable with you and stay with it.
6) Keep track of your successes. Keep a "wins"
or success journal nearby and record your achievements in it each
day. This will help you stay aware of just how much you do right.
We sometimes forget this.
7) Have fun with it. Rather than approaching this
from a heavy "have to", "doesn't feel good"
perspective find a fun, interesting way to share your knowledge
or passion. Some of my clients have thrown parties, offered free
giveaways, donated products/services to charities - all of these
were easy, fun, and income generating. What would be fun for you?
8) Stay focused on your desired outcome. Most people
take actions and reach their goals because they stay focused on
the benefits of doing so. Sometimes, reminding yourself what you
want, why you're doing this can help you take the next action
and the next.
9) Detach from how the outcome shows up. Very often,
we get really attached to "making the sale" or having
a situation turn out a certain way. Instead, why not focus on
efforts "I will give a great, enthusiastic, and passionate
presentation" rather than outcome: "They will buy X
number of this." Very often, if you stay focused on the effort
- doing a great job- the outcome turns out better than you ever
imagined.
10) Keep practicing. Like any other business skill,
"selling" gets easier the more you do it. So get out
there, start small, and keep practicing.
Are you a mom in business?
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