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5 Ways You Can Supercharge Your Sales Courage Today

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how to be a more confident seller
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Sales can be hard. Whether you’re asking someone to buy a ticket, idea, or program, it’s not a skill that comes naturally to most people. But like any skill,  it can be learned. With practice (and a little bravery), you will get better at selling.

Here are 5 tips to build your sales courage so you can get out there and get business:

1. Focus on Service

Many entrepreneurs don’t think about service. They don’t think about other people. They just think about themselves, and what they can get. Building sales courage starts with putting your focus on being of service to other people, and taking a genuine interest in the problems or challenges they have, that you can help them address.

Sales courage starts when you shift your focus off of yourself, and put it on how you can be of service to others. Sales is not about you. In fact, selling has less to do with whether you say the perfect words, and a whole lot more to do with how well you listen to the other person and what they want to be, do, or have.

Before you begin a sales call, get in the service frame of mind. Maybe it’s taking a deep breath and asking ‘how can I help you?’ before the conversation begins. Maybe it’s consciously giving the other person your undivided attention. Interestingly, focusing on service ramps up your sales courage like nothing else – because it puts your attention where it belongs…on the person with whom you are speaking.

“Pretend that every single person you meet has a sign around his or her neck that says, ‘Make me feel important.’ Not only will you succeed in sales, you will succeed in life.” – Mary Kay Ash

2. Practice Listening

There’s one skill that will win you customers, investors, and colleagues like nothing else—listening. If you’ve ever been to a party where you were stuck talking with someone who only talks about themselves, you get it. Listening helps you tune into the information a prospective customer is giving you. If you aren’t listening, you will miss all sorts of valuable signals with the potential to boost your sales results.

Events like speed networking, where you can have plenty of shorter conversations with lots of new people, are a great way to notice who is listening and who isn’t – on top of honing your listening skills. Get comfortable talking about what you sell, in a clear and fascinating way.

Watch people’s eyes. Do they glaze over when you’re talking, or do they lean in with curiosity? Notice the people who listen to you, and what they do that shows you that they are listening. Despite what sales gurus teach – like sales is smooth talking and psychological manipulation – for most entrepreneurs, sales actually come from first making other people feel heard.

3. Count the No’s

Selling is a numbers game. As the top salespeople in the world will tell you: it’s not the number of people who say yes to you. It’s the number of people who say no – and your ability and willingness to let those no’s run off you like water on a duck’s back.

Yes, show up for every sales opportunity with your full attention and willingness to be of service to the other person. But don’t get emotionally attached. Sales conversations are like buses, if you don’t catch this one, there is another one coming soon. While this may sound counterintuitive, it is a secret to building sales courage – and serious sales skills.

One tool you can use to count the no’s you get is a courage diary. You record how many sales asks you make in any given day, week, or month, along with the outcome of the conversation, and one thing you learned about selling that you will do differently next time.

The great thing about having one is that it sets the expectation that you need to get one hundred people to say ‘no’ to you.  That’s the goal. Which is actually a trick, because by the time you have gone through the trouble of asking one hundred people to buy from you, your sales courage will be through the roof!

4. Study Your Results

Once you commit to count the no’s, you’ll be in the powerful position of taking action. Action taking is critical to boosting your sales courage because it gives you something you won’t get anywhere else: experience.

Each conversation you have gives you valuable feedback, and an opportunity to learn and develop your skill. For example, if someone tells you now isn’t a good time, you just received feedback that timing is important. You could then ask yourself, ‘how can I serve someone who isn’t ready to buy yet?’ Then strategize.

Maybe you think to yourself, ‘I can ask the person when would be a better time, note their response, and create a simple reminder to follow up.’ Turn each sales interaction you have into exercise for your service muscle. This also applies to online selling on multiple channels, using a data-syncing app like LitCommerce.

“Keep yourself positive, cheerful and goal-oriented. Sales success is 80% attitude and only 20% aptitude.” – Brian Tracy

5. It’s Just a Conversation

The first few conversations where you ask someone to buy something, brace yourself, they will probably say no. That is totally normal. It’s like trying on a new coat – it may not feel like your old one, so it takes a little while to get used to how it fits. Sales conversations are a new and different thing.

But then again, you’ve been having conversations with other people all your life! Talking to people is natural. It’s something you do every day. What’s different about sales conversations is that you’re asking people if they want to buy something you are selling. Don’t make it weird by following a ‘sales script,’ asking people corny questions, or trying to push those who said they aren’t interested.

A lot of the sales advice, sales training and articles out there are based on dominance models of human interaction that don’t respect the decision-making intelligence of prospects (especially women). If that doesn’t jive with how you do business, keep walking. Sales courage doesn’t come from disrespecting people – it comes when you are humble and open enough to keep getting out there until you’ve gotten your hundred no’s.

Dr. Nadia Brown is a sales strategist, consultant, trainer and sales firm founder who works with business owners, companies, and corporations to multiply their revenue and awaken the consistent closer within their sales teams using the Consistent Sales Method™. Nadia brings over 15 years of experience in leadership, powerful conversations, achieving goals and respect for people to develop a comprehensive sales process to increase closing rates and  client retention. Nadia’s clients have seen epic results, such as raising their rates, decreasing their refund requests, and doubling or tripling their annual revenues. She has been featured in publications such as Huffington Post and Black Enterprise Magazine. If you want to learn more about Nadia and The Doyenne Agency, please visit thedoyenneagency.com. Download Nadia’s Courage Diary here - www.couragediary.com.

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Emile Steenveld Speaker and Coach

Some people seem to naturally know how to effectively communicate in a group setting. They can express themselves clearly and listen attentively without dominating the conversation.

Being a powerful communicator is important for several reasons, including building and maintaining relationships, achieving goals, resolving conflicts, improving productivity, leading and influencing others, advancing in your career, expressing yourself more confidently and authentically, and improving your mental and emotional well-being. Effective communication is an essential life skill that can benefit you in all aspects of your life.

But, don’t worry if you don’t naturally possess this skill, as effective communication is something that can be developed with practice, planning and preparation.
 

1.  Listen actively: Practice active listening by giving your full attention to the speaker and responding to what they are saying.

 

2. Use “I” statements: Speak from your own perspective and avoid placing blame or making accusations.

 

3. Avoid assumptions: Don’t make assumptions about what the other person is thinking or feeling.

 

4. Be clear: Express your thoughts and feelings clearly and concisely by getting to the point and avoid using jargon or overly complex language.

 

5. Show empathy: Show that you understand and care about the other person’s feelings.

 

6. Offer valuable insights: When speaking in a group, provide a valuable takeaway or actionable item that people can walk away with.

 

7. Be an active listener: Listen attentively and respond accordingly, incorporating your points into the conversation.

 

8. Choose the right time: Pick the most opportune time to speak to ensure that you have the group’s attention and can deliver your message without interruption.

 

9. Be the unifying voice: Step in and unify the group’s thoughts to calm down the discussion and insert your point effectively.

 

10. Keep responses concise: Keep responses short and to the point to show respect for others’ time.

 

11. Avoid unnecessary comments: Avoid commenting on everything and only speak when you have something important to say.

 

12. Cut the fluff: Avoid being long-winded and get straight to the point.

 

13. Prepare ahead of time: Sort out your points and practice them before speaking in a group.

 

14. Smile and be positive: Smile and nod along as others speak, to build a positive relationship and be respected when it’s your turn to speak.

 

15. Take responsibility: Take responsibility for your own actions and feelings.

 

16. Ask questions: Ask questions to clarify any confusion or misunderstandings.

 

17. Avoid interrupting: Allow the other person to finish speaking without interruption.

 

18. Practice active listening: Repeat what the other person said to ensure you have understood correctly.

 

19. Use your body language too: Use nonverbal cues such as eye contact, facial expressions, and body language to convey your message and build rapport.

 

20. Be aware of the tone of your voice: it should be calm and assertive, not aggressive or passive.

 

By keeping these tips in mind, you can improve your communication skills and become a more powerful communicator, which can help you build better relationships, achieve your goals, and lead a more fulfilling life.

I you want to learn how to become more confident in life then you can join my weekly mentorship calls and 40+ online workshops at AweBliss.com so you can master your life with more success.

 
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