ZEN EXCUSES FOR NOT SELLING
If there ever were a Zen excuse for not selling, it is “I’m afraid of the process.” Oh, come on. Follow Arthur Ashe’s advice and
“Start where you are. Use what you have. Do what you can.”
Or how about this most agonizing excuse for not selling, “I failed once; why try again?” Stop the agony and join post-mortem reviews on proposals and pitches that failed. It’s not fun to learn that you’ve failed, and it’s even less fun to sit still while other people pick apart your approach and point out your mistakes . . . but it might be the most important learning you ever do. Take advantage of your firm or company’s business development and sales training and other professional development programs, such as client retention and client management.
If all else fails, find books, podcasts or blogs that address your issues and learn from them. Ignorance is no excuse in today’s multimedia world! You can find any learning you want if you just look for it. Don’t be limited by sticking to just your field. If you sell whatsits, listening to a podcast by a guy who sells thingamajigs might just give you important insight. At a certain level, sales is sales.
How many people have you met or heard of who could “sell anything?” It’s not magic! Yes, some people are simply born to sell, but 99% of successful salespeople have spent years honing their craft and learning from experts. Learning how to get new customers in sales.
Here’s an excuse I’ve heard frequently, “I know no one who knows anyone.” Mark Twain had it right.
“The secret of getting ahead is getting started.”
So, get started already. If you’re the one who doesn’t know anyone, find professional groups in your area and join them, even if they’re just online in social media.
It’s an oldie but a goodie, but joining network marketing groups can be a great way to connect with prospects and seasoned professionals alike to help you on your sales journey. This can be an excellent way to learn about increasing revenue through sales growth from experts who have walked the same path you are currently walking.
And don’t you just love this one, “My partner does all the selling; I deliver the work.” It is clearly the responsibility of customer relationship leaders to ensure that all team members build relationships with their peers at their business locations and in professional organizations. If you see sales as somebody else’s business, your customers will soon seek out other companies that sell to them more effectively. Harvey Mackey, an internationally known sales guru, says,
“Everyone is in sales. It’s the only way we stay in business.”
And here’s my favorite Zen excuse for not selling, “I can’t market but I’ll hire someone who can.”Oh, come on now, call your marketing department and learn to practice pitches, proposals and even lunches. Make it clear that the more you learn their craft, the more money the whole business will make and the bigger everyone’s checks will be. My favorite poetess, Maya Angelou, has it spot-on:
“Nothing will work unless you do.”
Dr. Allan Colman
Chief Revenue Officer
ClosersGroup.com
1.310.508.8600