For years, consumers assumed that the only sellers achieving high close rates and continued success are those with a silver tongue. They believe that only the smooth talkers can make a deal or get someone to make a purchase, even if the consumer doesn’t necessarily need or want what is being sold.
While that may have been the case in the past, it is no longer the case.
Today, great salespeople are characterized by the ability to master their inner game. Getting sales comes down to trust and confidence. It displaces self-doubt and uncertainty, does the hard work and shows potential prospects the value of their offering.
Your inner game is the key to success in sales
Industry experts often talk about steps new or experienced salespeople can take that will enable them to master their inner game and develop the skills needed to drive sales. This extends to personal development, self-study and perfecting your craft.
Controlling your confidence is knowing how to fight the inner demons that say you can’t, along with feeling unworthy of achieving the goals you want. For Giovanni Kisesa, an independent B2B sales expert, learning how to develop your inner game is what drives success. Having the right mindset has helped him move from fear of sales calls to recognizing the value he could bring to the table as a confident salesperson.
“This forces you to overcome your own doubts and give you access to a higher version of yourself,” says Kisesa. “That’s what enables sellers to thrive.”
A key to achieving this is recognizing what you need to improve on, what you need to keep doing, and what you need to do less.
Find a coach who sees your potential
Once you’re committed to mastering your inner game, a valuable step in making the process easier is working with an experienced coach who can help you along the way.
A mentor serves as a second pair of eyes as they help you see ways to turn your potential into actionable skills. They help you see the bigger picture and bring a broader perspective that you can use to strengthen your sales process. Working with a professional coach experienced in your industry will give you an edge when it comes to improving your communication skills and technical understanding of sales in general.
Not only will your mentor be a helpful resource to help you improve, but he will also be there to hold you accountable. Someone who recognizes your potential will constantly challenge you to achieve the goals you have set for yourself. In general, someone who is a mentor or coach has already achieved many of their own goals and will hold you to the same standard of commitment.
The right person will also be your guide in developing a new mindset that improves your confidence and overall mindset. The sales blog paraphrased popular saleswoman businesstraverse.com Riley, saying that her “life changed dramatically when she realized that HOW she believed determined the limits of her success.”
A coach who builds a professional relationship with you will give you the affirmation, support and motivation you need to confidently fulfill your ambitions.
Be intentional; Look for intent in your prospects
When it comes to making a sale, the deciding factor is the intention of a potential buyer. More than ever, consumers want to be heard and validated, and to feel that a company wants the best for them. If the prospect doesn’t feel these things from a salesperson, they’re much less likely to think a person can solve their problem.
To understand a person’s intent, you must be intentional yourself. That means you have to break free from the norm of a rehearsed presentation that has little to no customization that is focused on the prospect.
Instead, turn what would normally be a fake sales pitch into a conversation that showcases your potential customer’s interests. Identify the problem they are trying to solve, determine if your product or service can solve the problem, and share how they can find a solution. This approach gives a sense of transparency and increases consumer trust in a seller. Establishing a relationship with the consumer is crucial because, according to a study by HubSpotonly “3% of people consider salespeople to be trustworthy.”
Kisesa pointed out how this tactic influenced his success, saying, “For me, I always have to consider the importance of your prospects [is important], even if that means the deal doesn’t go through right away. If you have their best interests in mind, they are the ones you can win over.”
Develop your discovery model
Tom Gerencer, a career expert at Zetyshared a 2022 study that found that “the average inside salesperson can make 33 cold calls per day.
Any experienced salesperson will tell you that sales calls are not always easy or comfortable. These conversations deal with difficult questions and concerns while the conversation goes deeper into problems, finances and consequences of doing or not doing business.
This uneasiness can easily be avoided with proper preparation and by staying on top of your prospect from start to finish.
Alex Burkett, CEO of Outside alliances, a marketing agency, said: “Cold calling can be daunting and often both parties feel uncomfortable, especially if no previous relationship has been established. The only way to make these difficult conversations easier is to build trust and build barriers. to destroy.” He continued, “The pre-call discovery process is especially important for researching your potential prospects and learning more than a superficial understanding. Showing that you’re prepared and not like everyone else can help you stand out.”
While you shouldn’t follow a strict script, it’s important to have a proven discovery model that takes the sales pitch from A to Z. That includes establishing a bond with the potential customer and guiding them through the process that will eventually solve their problem. issue.
This kind of attention to a prospect’s interests allows someone who is afraid of sales calls to let go of the fear and just focus on improving the overall experience.
Putting more effort into mastering your inner game and increasing your confidence will create a knock-on effect, increasing your skills and sales success.