Overcoming doubt when selling – Podcast

What to do at those critical moments of doubt

Every salesperson at any moment can run into a wall of doubt on any sales call.  Even the most experienced have moments of doubt.  Don’t let bravado or stoic expressions fool you.  We all have it.

Confidence does not necessarily eliminate doubt.  Confidence can mean that you know your products.  You know how to recommend them or sell them.  You know your market and your customers.  So, you may feel confident at any stage of your sales career.  Yet, doubt is always just a moment or thought away.  Why?  More importantly, how do I reduce those moments of doubt when selling?

It’s like riding a bike.  Most of us are fairly confident at riding a bike.  I’m on my bike for four or more hours a week.  Confidence in my ability to ride is very high.  Yet, I take turns in the rain and remember all the times I fell in the rain on slick roads.  I remember a deer jumping out of a tree line and just barely missing it at 20 mph. (FYI, that feels fast on a bike).  I remember getting a flat on a particular road and hitting the ground.  And too often, I remember cars that drive too close or fail to yield at an intersection – realizing that right or wrong, I lose every interaction with a car or train.

So, yes, you might have confidence in you, your products, and your ability to sell them, but here are a few moments of sales doubt:

Doubt on a sales call:

• Are they ready for me to ask a closing question?
• Did I get enough information to make a good product recommendation?
• Am I being too pushy?  Nobody likes a pushy salesperson.  If I do, they may never let me back on the farm again.

Click below to listen in as we help you embrace your moments of doubt!

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