“How do you gain sales confidence when you aren’t closing business? I’m starting to doubt that sales is for me.”
OK, first things first… Take a deep breath and realize that all great salespeople have at one time or another been so frustrated, fearful and discouraged, even to the point of wondering if a career in sales was for them.
Now, how does this fact help you?
It allows you to realize that there is a way out. They all found a way. And so can you. There is light at the end of the tunnel. But you’re going to have to be willing to adapt, change and hold yourself accountable if you want to succeed.
If what you are doing now isn’t working, some adjustments need to take place.
The first place I would start is to clearly understand your job description.
A salesperson’s job/duty is to:
Close as many QUALIFIED prospects as fast as possible.
The keyword is QUALIFIED. If they don’t have a problem you can solve, if they can’t make or at least be part of the decision-making process, or if they can’t afford your solution no matter how bad they want it, they aren’t qualified.
It’s important to understand that sales are NOT created. They are located. Too often, salespeople who are losing confidence with each passing sales call are trying to get water from a stone.
In other words, they are determined to get a square peg to fit in a round hole, with the hopes of making a sale rather than moving on to find a better prospect.
You are more focused on what YOUR NEEDS are (getting a sale in order to pay bills) and not the prospects. And that will almost always end in failure.
Calling a prospect with the intention to discover if you can help them will go a long way in making sure you have a successful career in sales.
No Captain Wing Its
With that said, you need a rock-solid game plan with a successful track record.
Simply calling your prospects and saying “whatever feels right” at the moment is a FAILED strategy. Not knowing exactly what to say if you get VOICEMAIL is a failed strategy. Not knowing what to do when the Gatekeeper answers the phone is a FAILED strategy.
To boost your confidence, create a game plan for each stage of the sales cycle (openers, qualifying, presenting, objection handling, etc) and then ROLE-PLAY with your sales manager. Ask him or her to give you constructive critiques on what you say as well as how you are saying it. And be willing to come in early to do this.
Michael Pedone teaches inside sales teams how to pick up the phone and close business. He is the CEO/FOUNDER of SalesBuzz.com – An online sales training company.
UPCOMING COLD CALL WORKSHOPS
Register Now for Our Next 8-Week Phone Skills Improvement Program!
- Eliminate “No, Thanks”, “Not Interested” & “We’re All Set” Responses
- Learn a step-by-step process for Cold Calling and Warm Calling
- Neutralize Gatekeepers & Get Voicemails Returned
- Ask Engaging Questions Instead of Probing
- Improve your Qualifying Skills
- Learn more effective Sales Questions to ask (and ones to avoid)
- Give Stellar Presentations & Handle Objections
- Close Follow-up Calls and Get Targeted Referrals
- How to Set & Achieve Your Toughest Sales Goals
- Improve Your Time Management Skills
Duration: 1 hour per week for 8 weeks
Where: Online @ your desk, conference room or home
Presenters: Michael Pedone