"Salesmanship is limitless. Our very living is selling. We are all salespeople."
--- James Cash Penney
The fear of making a sales call is ranked right up there with the fear of public speaking, which is just slightly above the fear of dying. Some people fear it because they don't completely understand it. This fear is associated with the fear of rejection and people don't like to be rejected. But not everyone is going to buy what we have to sell, so why do we sweat it when we are told "no"? This fear comes from what Zig Ziglar used to call, "stinkin thinkin." We have fear because we aren't thinking in the right way.
You may have heard it said that everyone sells. This is true because every day we have to sell something to someone. We sell to our spouse that we should buy a new car. We sell to our kids that eating vegetables will make them grow up big and strong. We sell to our employers that it is time to get a raise. Selling is woven into our daily life, but when we are asked to make a sales call to persuade a prospect to become a buyer, some of us freak out.
"I still work hard to know my business. I'm continuously looking for ways to improve all my companies, and I'm always selling. Always."
--- Mark Cuban
Adopting a mindset that from the time we wake up till the time we go to bed we are selling actually helps to ease selling anxiety. If the act of selling is recognized as part of our daily routine, we tend to accept it. We may not embrace it, but we do begin to see it as a necessary task that must be accomplished. Changing our thinking will change our actions.
"Obstacles are necessary for success because in selling, as in all careers of importance, victory comes only after many struggles and countless defeats."
--- Og Mandino
Joe Girard, known as the World's Greatest Salesman, says that the first step in selling is to embrace the process. Don't look at winning or losing a sale. Girard says that if you do that you are moved by the end result. Instead, enjoy the journey. Learn through the process and take notes on how you can improve every step of the way.
The second step Girard recommends is to do some pre-call research. He says gone are the days where you give your pitch and then wait for a response from the customer in order to handle their objections. Instead, understand your customer's concerns ahead of time and head off any doubts they may have about buying from you.
"I think my top salary was maybe in 1966. I made $17,000 and 11 of that came from selling other players' equipment."
--- Bob Uecker
The super-wealthy, self-educated insurance magnate, W. Clement Stone, developed his own successful selling system from scratch and taught others how to sell successfully. Stone said that though he was highly successful, in his early days he still had not licked the fear of opening doors. Though he was afraid, he realized that success is achieved by those who try. He adopted a great self-motivator that when he left one office, he would quickly remind himself to get into action with the sentence 'Do it now!' Without hesitation, he would enter the next office. He gradually achieved control over his fears.
"We should be about more than just selling chicken: we should be a part of our customers' lives and the communities in which we serve."
--- S. Truett Cathy
If you have a fear of making that first sales call, remember to embrace the process, do some research, then use self-motivation to Do It Now and make the sale.
Are LEDs Generic? Aren't They All The Same? Simply Put, NO!
By Fritz Meyne, Jr.
Most buyers do not consider or even understand what really makes a creditable long lasting LED package, let alone the manufacturing differences. Let's discuss these differences in a somewhat generic way.
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At a laser surgery eye clinic:
"Surgery Parking Only: Five Minute Limit"
Sign at a tavern near Houston:
"Anyone Caught Exiting Through This Door Will Be Asked To Leave!"
Clifton Baptist Church:
"Church Parking Only: Only Violaters Will Be Baptized"
We need those funny signs you have seen in your travels, come on, we know they are out there.
Send them to us at: firstname.lastname@example.org.