Selling can be scary to some but thrilling to others. The attitude that someone has about selling, can be attributed to a variety of factors such as:
- Product or service knowledge
- Self confidence
- Qualification of the prospect
- Intimidation from the sales lead
Understanding and believing that what you are offering can provide a valuable benefit, is pivotal in effective selling. Truly understanding the product or service you offer, will allow you to identify quality prospects, and know the benefits your solution(s) can provide. In addition, when presenting your solution, because you know and believe in your solution, your confidence can be improved. Without the complete understanding of what you are selling, how can you be certain that you have the correct solution for your prospect?
With detailed knowledge of the product or service, along with a qualified prospect, you should be able to overcome most self-confidence issues. If have a solution for someone that clearly needs your help, why would you be hesitant to present that solution? Now, if you have a solution to a problem that someone doesn’t have, you may need to reevaluate the leads you are putting in your pipeline. It is important to understand not only what you have, but also, who it can help. There are two equal parts to the equation and it is imperative that you do the homework to ensure that you have the correct solution for the right problem.
Being intimidated by the sales lead, can happen and it is tough, especially if you aren’t the most self-confident person. You could, just put that lead back in your funnel and hope that there is a re-org at some point, but that may not be the most effective approach. It is said, “People buy from people they like”, and I believe that. Also, for whatever reason (you may need to read a different blog for this answer) some people just don’t get along. That situation is difficult and there isn’t a one size fits all solution. My suggestion is that you try to work with another sales person on your team that may be better match with your prospect, and have them take the lead. Having a personality conflict with a sales lead is a difficult situation that may require you to be creative and also a little humble; by admitting you may need someone else’s help. This situation doesn’t arise a lot, but it can happen. At the end of the day, the goal is to get the sale, and the path to that sale can be different at times.
Always remember that detailed product knowledge provides self-confidence and allows you to identify qualified prospects that are looking for a solution.