Is Sales Phobia Impacting Your Bottom Line?

John Williams, ABCI

Paula Williams, ABCI

The Importance of Sales

Nothing Happens ‘Till Somebody Sells Something!

Are You In Denial?

Two Types of Salespeople

•Great Ones

•Awful Ones Professional Salespeople

•Great Ones

•Awful Ones Accidental

Salespeople

3 As

• Attitude

• Assets

• Accountability

Three Myths – Busted!

• Products “sell themselves.”

• Technology sells products.

• “Inbound marketing” is all you need.

Why are Salepeople Needed?

• People are busy

• Products are complex

• People trust people, not companies

Bad Behavior Is Not Required for Sales Success

Other Phobias Connected to Sales

Other “Phobias” Connected to Sales

• Meeting People

• Speaking in Public

• Unfamiliar Surroundings/Travel

• Fear of “Picking up the Phone”

What To Do

About Sales Phobia!

Brute Force Is Not the Answer

• If you force yourself to make sales calls, your nervousness will show.

• Prospects will sense something wrong – and may assume the problem is with the product or service.

• Failure to make sales will just reinforce fear

Solution One - Seek Professional Help!

Solution Two – Change Your Mind!

Great Sales Presentations

When NOT to Use A Presentation!

Get a Sales Coach

Like People

Focus on the Person You’re Talking With

Become a Problem Solver

Network Online

Over Prepare

• Confirm meetings the day before.

• Plan the call with your sales coach.

• Prepare an outline.

• Research the facts you need.

• Bring your own equipment.

• Bring an extra copy of any documentation.

Don’t Get Desperate!

Desperation versus Enthusiasm

• For every sale you miss because you're too enthusiastic, you will miss a hundred because you're not enthusiastic enough.

• -- Zig Ziglar

Getting Yourself To Pick Up the Darn Phone!

What Would You Do If You Were Fearless?

Rules

• If you have to eat two frogs, eat the ugliest frog first.

• If you have to eat a frog, it doesn’t pay to sit around and look at it for very long.

– Mark Twain

Accountability

Make Your Metrics Visible

Sales Phobia Checklist • Are you in denial?

• Decide which type of salesperson you are.

• Is bad behavior connected with sales in your mind?

• Consider hiring a professional sales coach or manager

• If you decide to “do it yourself,” create a plan.

• Develop a great sales presentation.

• Enjoy people!

• Network Online & Offline

• Over Prepare

• Find a support team

• Make your sales metrics visible