So you think…
when you just get started, you don’t know enough to speak with authority about your product or service. If you don’t know the answer to their question…people won’t take you seriously.
One piece of advice, Get Over Yourself.
Everyone started somewhere, but they started. No matter what they are doing, they started somewhere! Do you know that your product or service is valuable? (If it’s not, you might think about selling something else.) Can you describe it in general terms? Can you describe the benefits to your client? What else are you waiting for?
If someone writes you off because you didn’t know every detail, you didn’t need them as a client. I’m assuming here that you’ll be professional, prepared*, and persistant. In other words, if you walk into a place with cut off shorts and a tank top on trying to sell your bookkeeping service to an accountant…you might still make the sale as long as you follow up. It’s unlikely, but possible.
*When I say prepared, I mean that you have an idea of what your client does, what you do, and how you might be of service to them.
You don’t have to know the answer to every question if you know where to find the answer and make sure you follow up.
I know people who have been selling for twenty years and still don’t know the answer to every question. Do you think they get self conscious about having to tell the prospect, “You know, I’ll have to look that up.” I doubt it. That just gives them time to work up a proposal or figure out an angle.
One thing that helped me begin to get over myself was the following statement:
It’s all about the baby!
It’s not about you. You can make it about you, but you’ll be wasting time!
I have been told that I spent so much time learning and studying that I never seemed to get anything done. It’s called PARALYSIS of ANALYSIS…then I realized, “It’s all about the baby.”
If you are in sales to make money, you have to get in front of people. If you hide away and become an expert on your product or service, only to realize that your entire warm market was sold by your colleague while you were learning…you’ll starve.
Here’s another few thoughts. Work above your potential, dress nice, go to the doctor, and get spiritual.
Work above your potential: How can that be possible? I don’t know, just do it! If you’re stuck, do something. Call a potential client. If you are like me, that’ll get you in the mood to call on another potential client. I guess what I’m saying is grounded in science. You know potential energy vs. kinetic (motion) energy? An object in motion tends to stay in motion. An object at rest tends to stay at rest. If you are more motion than rest, you might tend to stay more motion than rest. So, action produces more action.
Dress Nice: If you wake up one morning and feel like staying home, do me a favor. Take a little longer shower (If you take your shower at night, take another one in the morning). Spend a little longer on making your appearance A+. Dress in your best clothes. I promise it will help at least a little. If you make it a habit to look your best at all times, you’ll grow more confident. Just don’t take it too far, that’s called a narcissist. Then you’ll really have to get over yourself. If you still don’t feel like doing anything after you’ve dressed nice then you might try the following:
Go to the doctor: There was a time in my life that I didn’t want to do anything. I went to work because I had to. I ate only when I had to because I would get so hungry I would shake. I medicated my depression with alcohol. I was generally a total mess. I know many people who are probably in this same situation. They are undiagnosed and depressed. If you can’t get over yourself after a good soul searching and conscious effort to present yourself appropriately…go to the doctor.
Get Spiritual: I believe this is one thing that can help anyone. Whatever your choice of spirituality includes…practice it. I believe in Christianity. However, I don’t believe you have to go to church everytime the doors are open. At any rate, maintaining that there is a power greater than yourself makes it much easier to…you guessed it, Get Over Yourself.
Molly Gordon, Tonya Pinkins, Kevin Eikenberry, and James Roswell Quinn all have their own take on ‘Get Over Yourself‘.
I personally like Molly’s article best. It’s a top ten list of Ways to Get Over Yourself.
Tonya Pinkins has written a book on the subject with activities to complete throughout. It’s $
23.95 17.96. I haven’t read the book yet, but that’s the title, Get Over Yourself. I’ll post a book review as soon as I’ve read it.
Kevin Eikenberry has a blog and the link above is an article he wrote on ‘Get Over Yourself‘. He talks about Adult Pouting and Picking Your Battles.
James Roswell Quinn might know a lot about the subject. However, I’m not sure if he truly has learned how to get over himself. He sells his eight CD set entitled, Get Over Yourself for just under $200. Let me know what you think about it if you pick it up.
As always, any feedback is appreciated.
Until next time…
a Student of Sales