By Nicola Bonfanti – Talent Dynamics for Sales
I work with a lot of people who are great at what they do, have fabulous products or services to offer and have had a degree of success at the start of their business but for different reasons the number of new clients are drying up, they are not growing the business or getting the level of sales or income they feel they deserve and….. they are worried about being perceived as pushy or desperate if they were to make concerted sales efforts!
But today, people to people selling is not about manipulating or pushing people into buying things they may not need or want. It’s much more about connecting with people, understanding them and finding a fit. A much more informative and enjoyable experience for both parties.
There are three basic pre-requisites to being successful at selling which are open to ALL profile types:
- Believing in your services, products and yourself
- Understanding and caring about your prospects
- Being able to communicate what you sell to your target audience in a value-driven way to solve their problems.
This month’s blog will focus on the first of these.
If you’ve been thinking that sales has become more challenging, you’re right.
The basics are pretty much the same, but today’s business environment is more dynamic than ever. The competition is bigger, faster, stronger, and smarter than ever, and your clients are more educated, as well.
They are searching for information by themselves, and looking to salespeople not to show them different marketing materials and list features and benefits, but to understand their wants, needs, and business concerns from the customers’ perspective.
It is time to use an approach tailored to this new market, and for that you need a new skill set that combines sales skills, persuasion, psychology, and a good understanding of Talent Dynamics.
The Talent Dynamics report we have for ourselves is a great source of comfort – permission to be ourselves, identifying our talents and value to others but sometimes we need reminding of that and how to use that information to make more sales.
The Creator profile is great at spotting opportunities, of creating products, services and programmes that are innovative, unique and compelling. They can make recommendations that their clients will listen to and follow as they are trusted experts and can help the clients solve their problems.
Once a Creator remembers that and puts the client first – the client that needs these programmes – and not their own ego or fear of rejection then they make valued and trusted salespeople that the clients are attracted to.
The Creator (you’ll recognise her in the video below) has a fantastic service and product that she truly believed in and is really passionate about helping young people but there was something blocking her that was stopping her getting as much success as she deserved.
The block was herself – her fear of failure, of rejection of coming across as a pushy salesperson which would damage the credibility of what she was doing. Once she remembered her talents and skills as a Creator and that her mission to help others was more important than her fear of rejection she was back in flow.
So if you are not getting the sales you deserve, start by looking in the mirror and really understanding yourself and believing in what you have to offer.
Nicci Bonfanti will be leading one of the Break- Out sessions at the Trust Conference on September 11th.