Written by: Emily Bissen, Executive Contributor
Executive Contributors at Brainz Magazine are handpicked and invited to contribute because of their knowledge and valuable insight within their area of expertise.
In today's competitive business landscape, the ability to sell is not confined to just tangible products or services. More often than not, you are the product, and your capacity to convey your value and confidently ask for the sale can make or break your success. This article delves into the crucial concept of mindset in sales and offers strategies to build the confidence needed to close deals effectively.
Mindset matters: You are the product
In the world of sales, mindset is everything. It's the driving force that propels you to communicate your worth and convince potential clients that you are the solution to their needs. Whether you're an entrepreneur, a freelancer, or a professional in a larger organization, your ability to sell yourself is crucial in achieving your goals.
Almost every client I work with will tell me before we get started “I’m not a salesperson”.
Oh, but you are. And we sell every day. The key is to decide that you’re doing them a disservice by not telling them you can help them with the challenge or problem that you solve, and make it a conversation, rather than a pitch.
Here are some key aspects of cultivating the right mindset for selling yourself effectively:
1. Self-Confidence: Confidence is the cornerstone of a strong sales mindset. Believe in yourself, your skills, and the value you bring to the table. When you exude self-confidence, it's contagious and can instill confidence in your potential clients as well. You become magnetic and people want what you’re selling before they even know what you sell.
2. Positive Self-Talk: Be mindful of the thoughts you feed your mind. Replace self-doubt and negativity with positive affirmations. Easier said than done right? But here’s the thing, reminding yourself of your accomplishments, capabilities, and the value you provide, will help you shine again. I encourage my clients to create a “badass list” of all their accomplishments so when they are having low days, they can take a look and see how far they’ve come.
3. Value Proposition: Clearly define what sets you apart from the competition. Understand your unique selling points and why clients should choose you over others. This clarity will empower you to communicate your value effectively. No one can do it like you can. Lean into that and know that you are bringing something unique to the table.
4. Resilience: Rejection is part of the sales game. And honestly, I’d rather hear no, than chase and chase and chase someone who is stringing me along. Entrepreneurship can be one of biggest test of resilience. It takes guts to start a business and do what it takes to succeed. Developing resilience to setbacks and learning from them is essential. A strong mindset allows you to bounce back and continue pursuing opportunities. “No? Okay next.”
5. Client-Centric Focus: Shift your focus from what you want to sell to what your potential clients need. When you genuinely care about solving their problems, it becomes easier to sell yourself as the solution. Ask yourself, “What’s in it for them?” If the conversation is all about you, you’ve already lost them.
Building confidence in asking for the sale
Confidence in asking for the sale is often the tipping point in turning potential clients into paying ones. Here are practical strategies to boost your confidence in this crucial step:
1. Knowledge is Power: Thoroughly understand your product or service. The more you know, the more confidently you can address any questions or concerns your clients may have. Addressing their concerns and objections right off the bat will help you build trust because you’re already thinking about what may stand in the way of them saying yes.
2. Role-Playing: Practice your sales pitch and objections handling with a trusted friend or mentor. Role-playing can help you refine your communication and boost your confidence. Practice makes presence. When you know what you’re going to say, it becomes a conversation and feels less scripted. Scripts are great to get you started but once you get to a place where you can talk to your prospective client and know what questions you’re going to ask without thinking about it, everything gets easier.
3. Testimonials and Social Proof: Toot your own horn, and share success stories and testimonials from satisfied clients. Social proof is a powerful tool that can instill trust and confidence in potential clients.
4. Set Clear Goals: Define specific sales goals and objectives. Knowing what you want to achieve in a sales interaction can give you the confidence to ask for the sale. Consider what triggers may come up for you to segue into a conversation about supporting them through their challenge. The more natural it is, the easier it is to present your product or service as the solution and get the sale.
5. Active Listening: Pay close attention to your client's needs and concerns. When you actively listen, you can tailor your pitch to address their specific pain points, making it easier to ask for the sale as a solution. “Be interested, not interesting.” People like to hear themselves talk, so give them the opportunity. The more they talk, the more you learn about how you can support them.
6. Practice Handling Objections: Anticipate common objections and prepare responses in advance. This proactive approach can help you navigate objections with confidence. But make sure you are aware of the boundary your prospective client may be setting. If they are a hard no, let it go. If they want to think about it, give them 48-hours and circle back.
7. Follow-Up: Sometimes, asking for the sale doesn't result in an immediate "yes." Don't be afraid to follow up with potential clients. It’s okay to be and encouraged to be pleasantly persistent. This persistence demonstrates your commitment and can lead to a sale down the line. And don’t forget to add value to these follow-ups, don’t just call for the sale.
8. Learn from Rejections: Instead of dwelling on rejections, view them as opportunities for growth. Analyze what went wrong, and use the experience to improve your sales approach. And listen, not everyone is going to be your client. You are looking for the RIGHT people to become your clients, not everybody. So if they aren’t a fit, let it go and make room for someone that’s more aligned with what you do.
Selling yourself as the product is a skill that can be honed with the right mindset and confidence-building techniques. Believe in your value, understand your clients' needs, and approach each interaction with enthusiasm and authenticity. With these tools in your arsenal, you can master the art of asking for the sale and pave the way for your success in the world of sales, no matter what you're selling—whether it's a product, a service, or yourself.
If you are looking to hone your business development and sales strategy and would like to learn more about how we could help you overcome your challenges and find your flow, follow me on LinkedIn, or visit my website for more info!
Emily Bissen, Executive Contributor Brainz Magazine
When it comes to connections, conversations, and having fun making things happen, Emily Bissen your gal. She created this business to help founders, business development, and sales professionals find the right strategies that help them connect with their ideal prospects with success and ease.