One of my more popular episodes recently was How to Figure Out What You Really Want. As a result of that message I connected with a guy who has experiencing sales reluctance. We had a great phone call to work on that issue and in follow up he asked a question about getting ready for sales. If you’re getting started, or trying to kick-start a stalled out sales funnel, you might find these tips helpful as well.
Q&A: How do I get ready for my first sale?
In a recent episode on How to Figure Out What You Really Want I referenced a recent conversation I got involved in on Reddit.
As a result of that thread I connected with a guy who was struggling with sales reluctance. In follow up he asked the following question.
Any suggestions on how to rehearse, practice, or prep for my first sale? This is probably what makes me most nervous is trying and possibly failing at a pitch.
Whether you’re just getting started, or trying to jump start a stalled out sales process, here are some tips that might help you.
1. The best way to practice sales is by selling. Commit to making a dozen or a hundred or a thousand pitches before you give up. Repetitions make sales. Repetitions give you the experience you need to perfect your message and troubleshoot any problems.
2. Your first sale can be a big milestone and you should celebrate it, but it is ultimately only the first step in the process. Don’t put so much pressure on it. Your goal is to build a business and make thousands of sales, which means generating tens of thousands of leads and having thousands of hours worth of sales conversations.
That’s not meant to scare you and it should be kept in perspective. I’ve been doing my podcast for almost 2 years. I have 212 episodes live. I’ve put out a video, blog post, and podcast episode every day so far this year. And I only just now feel like I’m really finding my groove and starting to get traction. Only now am starting to feel like I know which levers to pull to move the needle. It’s been a long process with lots of ups and downs and has very closely tracked my emotional health and mindset work. But it didn’t happen over night.
3. Focus on the value you deliver. You can’t sell until you’re sold. Believe in it and talk about it. No one cares what your solution is, they care about how it will make their lives better. Value, value, value. That’s all you ever need to talk about.
Here are a couple additional episodes that come to mind on the topic:
How to Craft Your Marketing Message
How to Price Your Services and Charge What You’re Worth
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P.S. If improving your mindset to be more productive and effective as a leader and problem solver in your business is your goal, you might like my 20-minute guided meditation, which is available for free to download to your phone or PC.