Our first guest in this three-part series, is sales savvy Business Strategist Leyla Razeghi. For more truth and trainings around sales, marketing and how to work smarter and not harder, you can sign up for her bi-monthly webinar trainings here. You can also follow her on Twitter and Facebook.
When it comes to business, the most common excuse that people use to not take action is sales. To many, sales seems like an unnecessary evil they fear.
It's fair to assume that many of us have some negative stigmas regarding selling our product or service. As a business strategist, I’ve heard all of the excuses and seen all of the road blocks you can think of. In this post, I’ll address a few of the most popular excuses not to sell one by one and will give you tips on how to overcome them.
“I am not good at sales.”
I refuse to believe that the world is divided into two groups, the ones that are good at sales and the ones that aren’t. We can all sell from an authentic place taking advantage of our personality. When we are being our true selves, we allow people to connect with us and what we offer. You do not have to create a new alternate personality in order to sell.
“If I sell too much, people will think that I’m pushy.”
This can happen if you are pitching to the wrong people or insisting over and over again. In order to prevent this from happening, you need to let go of the idea of chasing “the close” and focus on pitching to people who you’ve determined that will really benefit from what you offer.
You can not be all things to everyone. Remember that.
“I just don’t know what to say.”
You definitely need to strategize your business before you sell. You can’t go out there and try to sell something before you are clear on what you’re selling and why people should care. In fact, this is one of the biggest mistakes entrepreneurs make, selling something when they themselves are unclear or insecure around the value of what they offer.
“Who am I to offer this?”
This goes back to knowing your value in a clear way. Are you starting or running a business because you want to fulfill a need in the market, offer a solution and improve people’s lives? Then you need to really own your value and do daily work on your mindset to remember that you’re offering something wonderful.
“I need to have it all perfect in order to sell.”
This is as false as if you told a child that they’ll learn how to ride a bike by watching DVDs of people riding. Imperfect action is the only kind of action you can take. Research, test and strategize, but remember that you need to execute in order to see results.
Please see #1 “I’m not good and sales”, also, introverted people pick up on queues that extroverts might miss and have advantages when it comes to connecting with people.
“People are tired of seeing pitches everywhere.”
This one is true if you are going around pitching without context. You must remember that people need to like you and trust you before thinking of buying from you. How can you start adding value before you pitch, to ensure that you’ll get their attention?
“No one buys my stuff, even though I’m constantly talking about it.”
Please see my previous answer. If people know what you offer and are not buying, you might not be communicating the value clearly and you might be pitching to the wrong people.
“It’s easy when you have a big following, but I don’t.”
We all start from ground zero and there are millions of people in the world and only one you. Only one person that can do things the same way as you do and that has the same beliefs that you have. People will want to do business with you over others when they connect with your message.
“I don’t have money to invest on a website, logo, design, etc.”
You don’t need any of these things to start selling. You only need clarity on what you’re selling, how will you package it and why would people buy from you. You can start by getting a PDF document designed for a few dollars with basic info about your business and reach out to people that you already know.
“My product is not good enough.”
This is a tricky one, it’s up to you to determine if you truly believe in your product or service, if you truly believe in what you do, but are insecure about selling it, I invite you to start a daily practice where you remind yourself of the value of what you offer.
On the other hand, if you’ve found that you don’t really believe in what you’re doing, you might be doing it for the wrong reasons: because others are doing it and because you believe that you’ll make money from it; I’m here to tell you that you can only go so far when you don’t believe in your value, if you can’t believe this, no one else will.