“When you think about how you can help that customer, that is your noble purpose.” – Lisa McLeod in today’s Tip 914
How do you make sales when you’re anxious and you’re nervous about hitting your number?
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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 Lisa McLeod. Lisa is the global expert on purpose-driven business. She is the author of five books, including her bestseller: Selling with Noble Purpose: How to Drive Revenue and Do Work That Makes You Proud. Here she is:
Lisa McLeod: How do you make sales when you’re anxious and you’re nervous about hitting your number? The answer is probably not very well. Hi, I’m Lisa McLeod, and I’ve got one tip for you that I think will help you because I know it’s helped me. So if you’re in a time, as many of us are, where you’re nervous, you’re afraid, you’re worried you’re not going to hit your number, you have got to do something to quell that anxiety because if you go ahead and you start reading quoted breath all over your customers, they’re going to smell it and it doesn’t smell good.
So instead, you want to quiet that because the internal torque track of most sales reps, when they go on a call and I’ve been there, is how can I close this? How can I hit my number? That gives off anxious energy. Instead, here’s what I want you to do before you get on the phone, before you get on a video call, take a breath and simply say to yourself, “How can I prove this customer’s condition?” Get your mind completely focused on that customer. How can I add value? How can I improve their condition? How can I help them? And what do I need to know to be able to accomplish that? That will quiet your lizard brain, that will light up your frontal lobes. And when you think about how you can help that customer, that is your noble purpose.
Once you’ve done that. Be sure to come back tomorrow for another great sales tip. Thanks for listening!