Tele-Session July 2014

Entreprneurturing Tele-Sessions

During this Entreprenurturing Tele-Session, we address 7-and-a-half common fears to selling, and how to overcome them all. In this session you’ll learn:

* what selling is really all about (the opposite of what you think)
* how the social web is taking us back to the roots of selling
*one critical thing to know about yourself to make selling a breeze
*how to overcome common reasons people are scared to sell
*the one thing you can do to master “selling without selling”

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Entreprenurturing Tele-Session 017 | BIGG Success

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Call Notes

How to Overcome the Fear of Selling
We understand! George is a natural introvert, and Mary-Lynn never really “sold” during her career, but had to learn how to when starting BIGG Success. The following are fears we’ve faced – and ones we hear from clients all the time.

7½ common fears

#1) Rejection
What’s the difference between hearing “No” and never asking? Nothing!
You start rejected!

Except: “No” is the second best answer! Now you know – K N O W – they’re not interested at this time. We’ll talk more about this in a little bit.

“No” – N O – is no more a rejection of YOU than when you decide to just have water with your lunch, instead of a soda or some other drink. It doesn’t mean you never want something else. You just don’t want it now.

If we reframe this whole discussion – when you talk about what you do, the only risk you take is that they’ll say YES! Yet another way of looking at it – what’s the worst that can happen? You end up right where you are now.

But if you really want to overcome this fear of rejection…
There’s 1 critical thing you need to know about yourself. (via Albert E.N. Grey)
– Why do people with outstanding qualities fail while others with less ability succeed?
– Common denominator: Habit – successful people do what unsuccessful don’t. Why?
– Unsuccessful (most people): pleasing activities. Successful: pleasing results. Why?
– Why? (Who’s on first?) Successful people are connected to “a Why.” Emotional & practical.

#2) Coming across as pushy
So don’t be pushy! Be authentic. Be helpful.

Perspective (learned from one of our coaches)
– Do you help people? Yes?
– Are there people “out there” (i.e. not your customers) who you could help in a similar way?
– Do they deserve a better life?
– So why not let them know you can help them get it!

#3) Don’t want to feel like you’re taking advantage of a friendship / risk the friendship
1st – what we just said: last 2 questions

Haven’t been in touch for a while? Shame on you!
(Don’t want them thinking you’re just after money.)
Get reacquainted. “What are you doing now” is a natural question.

But also…understand that we took a wrong turn at some point.
The Industrial Revolution. Post WW2. Social web is changing this. Returning to our roots.
Bob Burg – root word of “sell.” Selling is giving!
Selling isn’t manipulating.

#4) Embarrassment
i.e. saying / doing something stupid.
Acknowledge it (perhaps with a joke)
Move on OR make it a running joke (only that day, not a recurring joke)
Listen as George shares what to do if you’ve made a pricing mistake.

traditional vs social selling table

#5) You won’t be good at it (i.e. you’ll fail)
Problem: Get emotionally tied to the outcome, not the prospect. Reverse it? How?
– Numbers game
– Pipeline
– Offerings / Reason to follow up (our client – tips about social prospecting)

CONFIDENCE!
Outline (not script)
Speech class – write intro, outline body, write close

Practice (Mirror, mirror on the wall. Will you buy my product, it’s the best of all?!)
Role play

#6) You won’t deliver
Are you kidding me? Of course you will!
We tend to naturally focus on our failures and forget our about our successes.
Failures: Hyperthymesia. Successes: Amnesia.

Failures: learned lessons? fuh-git about it! Successes: remind yourself before a call.
How you’ve helped customers. What they’ve said. Keep a notebook with their comments.

#7) It’s our parents’ fault: They always told us, “Don’t talk to strangers.”
Your parents were a stranger once.

Run with it – don’t talk to strangers. No reason to today. Network! Network! Network!
We’re not talking about showing up someplace with business cards in hand.
We’re talking about purposeful networking.

#7½) It’s our parent’s fault: They always told us, “Don’t talk about money.”
You do it all the time. Every time you make a purchase.
(If you don’t think so, try this: The next time you’re at a store…)

Understand the difference between price and value.
Price is what they pay. Value is what they get.
We’ll bet you give your customers more than they pay for. Don’t you?
NOT about your product or service. It’s that + the experience + the relationship.
Do any of your competitors take care of their customers like you take care of yours?
We thought so.

Questions? Email us using the contact form, or directly: bigginfo@biggsuccess.com.

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