What strategies do you use to overcome sales reluctance?

While we were in lockdown last week, I had a client ask me for my opinion about cold-calling businesses to share information about their product.

It was an interesting question as I had been thinking much the same. Was it the ‘right’ thing to do considering the uncertainty of business while many were shut down?

In this case, I suggested waiting a week to see if lockdown would continue or not. Fortunately, where I live it didn’t last, and we hit the phones. Others haven’t been so lucky.

But what if it hadn’t been just a week?

Do we give up on our goals and dreams because the conditions have changed?  

In ‘normal’ times the thought of contacting new prospects can be uncomfortable enough for a lot of people. Where the thinking is about feeling pushing and not wanting to bother people. Let alone when there is so much else to consider. It can definitely seem daunting.

Rather than remembering that you are offering a product or service that can improve the business or will make life easier, it is common to focus on how you will feel it calling, rather than the benefit you are offering the prospect.

As a sales coach, the answer seems simple, doesn’t it? When I work with clients it is to help them have the confidence and skills to open doors and close sales. Making more sales in these testing times is something that every business wants. But I know it isn’t that easy for others because they don’t focus enough on solving the problem.

When most people start a business it is because they are great technicians but often don’t enjoy the sales process.

Unfortunately, without sales, there isn’t a business.

To overcome that sales reluctance ask yourself these questions.

  • What is it about your product that your prospect wants? (not needs)
  • What problems keeps your client awake at night that you can solve?
  • What message can you deliver that will have prospects taking action and buying from you.

To answer those questions, overcome sales reluctance and make more sales, it is important you follow these steps.

  1. Ask questions and listen. The questions you ask help you uncover buyer needs and desires, connect with them, and demonstrate your expertise. By asking questions, you can discover the buyer’s buying process. It also allows you to qualify the sale and ensures that you and the buyer are on the same page at any given time.
  2. Stand out. Finding a product or service to solve a problem or fill a need is easier than ever in today’s online world. Because of this, it’s important that your message stands out from the rest so that your prospect is drawn to you to solve their needs. Getting your potential customers to choose you begins with a unique first impression. (Book a Complementary Discovery Call to learn how to Stand Out)
  3. Understand what motivates your prospect to buy. Invest time to learn what motivates your customers (or prospects). Take the time to know their needs, challenges, concerns, and fears. Serve them first, and your interests will be served in turn.

People buy because they have some pain, or need. Understand your customer’s need, solve that need, and you’ll have a much better chance of making a sale. Read about more ideas on how to get your customer interested in this article by Hubspot.

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