“Stop declaring what you don’t want and start proclaiming what you do want.” – Liz Wendling in today’s Tip 358
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Liz Wending. Liz is a nationally recognized business and sales consultant and the author of 6 books. Liz shows professionals how to make a profound difference in the way they sell and communicate both online and offline. Here she is:
Liz Wendling: There are many smart, capable, highly motivated professionals who declare that they want to attract more clients. They want to earn more money and they want to close more sales, but they struggle to make that a reality because they don’t like to sell or they think that they’re not good at selling or they’ve convinced themselves that selling is dishonest. There’s something unethical about selling. Even though sales are the only way for every business to stay in business. Many people would rather do anything other than put themselves in a selling situation. They would rather do anything else in their business than to actually have a sales conversation with someone.
Many professionals, and maybe even you say things like, “I don’t want to be pushy. I don’t want to be one of those salesy salespeople” or” I don’t want to be aggressive” and I definitely don’t want anyone to think that I’m manipulating them or trying to sell them something.
So here’s what happens when you are trying so hard not to be that traditional salesperson that’s pushy, salesy or aggressive. What winds up happening is an overcorrection and you swing the pendulum way too far to the other side and you show up as needy, passive, wishy-washy, weak, subtle or blatant. It is there. And what many people forget is that there’s an optimal middle ground and a place to sell that’s right in the middle of that magic of the middle that makes you and your potential client feel good. It’s a place that is neither too hard or too soft, it’s not too aggressive and it’s not too wishy-washy.
You have a choice. You have a choice in the way that you want to sell. No one wants to do business with someone who is pushy and aggressive and no one wants to do business with or buy something from a person who is passive or wishy-washy either. So remember, you get to choose how you want to show up. It’s your choice, so stop declaring what you don’t want and start proclaiming what you do want. Change your language and start saying things to yourself like I want to show up powerful and strong. I really want to be sincere and engaging with my potential clients. I want to be fearless and confident. I want to be caring and compassionate. I want to have genuine sales conversations that are filled with integrity, trust, credibility, and impact.
Declare what you want. Stop focusing on what you don’t want because remember, sales are how you get paid. If you are reluctant or hate to sell, it means you’re doing it wrong. It means you haven’t found a way that is comfortable for you, your personality and your style. If you’re avoiding sales because the way you were taught feels wrong and it’s affecting your income, there is a better way. There is a better way and now is the time to do that. All you have to do is make a few adjustments to your mindset and a few adjustments to your skillset so that you can make a difference in your business and your bottom line. Remember, every business stays in business because someone is closing business.
Scott Ingram: As always we’ve got more links for you at DailySales.Tips/358. One of those links will take you to a free audio program where Liz will show you how to transform your sales language and change your sales results.
Then come on back tomorrow for another great sales tip. Thanks for listening!