An early mentor once described sales as a "transfer of confidence from you to your potential client". So what should you do when you can't find your confidence? Even worse, what if deep down you think that you're a fraud and that everyone is just about to figure that out? Feeling Like a Fraud When Selling At its core, impostor syndrome reflects a lack of confidence in yourself and your abilities. It's the impulse to look at our inadequacies and failures as the defining feature of us, even in the face of evidence to the contrary. It's important to understand that all of us have doubts and fears about our capabilities, but what … [Read more...]
How to Stop Fearing Sales Objections with this Magic Phrase
One of the reasons people don't like to sell is that we don't like rejection. As young children we develop a deep-seated fear of being abandoned by those that we love, and it follows us into adulthood. So there's this subconscious connection that's created between this fear and a prospect saying no. But we also avoid asking for business because we don't know what to say if the other person doesn't say yes or no. That's why most of us will only "ask for the order" when we already know the answer. It could be a formal sales situation where you are asking a prospect for a business deal. But it could also be an internal meeting where … [Read more...]