Greetings!
Happy Tuesday! We are going to take a deeper look at the Confidence Journey this week. I had some good feedback and a few questions over the past couple weeks that dealt with keeping your confidence during a slump.
This week's article looks at how your perspective dictates the degree to which you maintain, if not strengthen your confidence during a slow time. I hope it opens an eye for you and adds an arrow to your quiver the next time your sales dip a bit.
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Confidence Journey: Part 2
What Happens When Your Journey Has a Hiccup
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 slump [sluhmp] -noun
1. a period of decline or deterioration; 2. a period in which a person
performs slowly, inefficiently, or ineffectively.
A couple weeks ago we looked at your
Confidence Journey from building a foundation, becoming passionate and creative
and finally entering an altruistic state of confidence. As a result of much
positive feedback and a few reader questions, this week we will look at how to
handle one of the biggest challenges you'll face throughout your Confidence Journey
- a slump.
The following is one letter in particular
that pretty much summarized and echoed the questions from the others.
Hey Scott,
I'm very confident and comfortable in the
product I sell because I know it works and I know we've got a quality
team. My question is this - do you have
any tips for keeping that confidence UP in a slower market? I went through a really slow month (May) and
it got me in the dumps and made me begin to question my abilities, but now all
of a sudden, I'm on fire again! All
through May I was driving myself crazy trying to figure out what I needed to
tweak, what I was missing, what I needed to do better to get my numbers up and
I couldn't see what I was doing wrong, so then the self doubts and the
questions started. But now the
confidence is way back up. So at any
rate, any tips for keeping confidence high through the lows?
Thanks,
Angela
Click here to read how to keep your confidence high...
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Helping YOU!
Quick Hits to Help you Out
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Here is a scenario that many salespeople jump at too quickly. You show up to meet your prospect for the first time, exchange the typical pleasantries and the prospect asks, "So what makes you better than XYZ Company?" Or, "So tell me why your product is better than the one I'm using now?"
The door is now open for you to run through with your pitch, full of the key benefits and outcomes that sets you and your product or service above anyone else. DON"T DO IT!! It's the same thing that most every other salesperson would do.
Rather, take a step back to differentiate yourself from your competition and build some credibility. First, let your prospect know that there are many products or services available that may work for their particular application and that you need to ask a few questions to better determine how yours may be better.
Next, start asking your qualifying questions. Uncover their dilemma to find what features of your product/service you will use to show how your product/service will provide the desired outcomes better than your competition's.
Finally, with a fully loaded arsenal, answer their question...and then get their order!!
Do you have a question, challenge or opportunity that you'd like a little insight on? If so, e-mail it to workinghard@helpingusellu.com.
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"If driving, how far are you planning to travel this summer for vacation?"
o Not taking a vacation
o Staying home for it
o Up to 50 miles
o 50-100 miles
o 101-200 miles
o 200+ miles
Your answers are and will remain anonymous, so...
Click here to submit your answer
Last week's question and results...
"What do you feel is the biggest benefit of having a conversation with your customer?"
Asking Questions -- %0
Listening -- %100
Discovering problems -- %0
Providing solutions -- %0
Do you have a question you'd like to see in a future poll? If so, send it to me in an e-mail. workinghard@helpingusellu.com
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Wrapping Up
Well, I hope you picked up a few good ideas today and I look forward to being with you again next week. In the meantime, if you have a burning question, shoot me an e-mail and I'll shoot you a reply.
Helping You Sell You,
Scott Gillespie
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Copyright (C) 2009 Selling U, LLC - All rights reserved.
Would you like to reproduce this document?
Please call us at 989.546.7355 for written permission by Scott Gillespie before doing so.
However, go ahead and forward this to as many people as you want!
Selling U, LLC ~ 9825 E. Broomfield Rd. ~ Mt. Pleasant, MI 48858
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Contact Information
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Call us any time at
989.546.7355
workinghard@helpingusellu.com
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Quote of the Week
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"The great thing about tomorrow? I can be better tomorrow than I am today!"
~ Tiger Woods
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