Busting through uncertainty and selling

The recent world events have certainly changed the way we do business and our perception of the world as we know it. As business is reopening, many of us seem to be waiting for someone to show us the way, help us feel safer, and remove the fear and anxiety of the uncertainty. In the world of sales and business, two main conversations seem to be surfacing: the fear-based conversation of an uncertain economy/future and the struggle of working harder than ever before with unknown results. Has this time been a crisis or a gift to us? We get to decide. 

During the past months I have experienced the uncertainty and fear of starting over, but here is the truth our future has always been uncertain. In true human fashion, pre-pandemic I made up stories to provide myself a false sense of security. I was all about the grind, working hard, and kept going at an unbearable pace no matter what. I told myself that if I have a job or all the sales coming in everything will be fine. Despite having experienced career transition, job loss, and the life lesson that tomorrow is never promised reminded me during this time to go inward, share with others, and to serve. 

As I reflect on the topic of sales, I see this as an opportunity to reset and refresh the intention of how to move forward into the new environment of business and selling. The opportunity to sell any product or service is a gift, the gift of helping others source solutions to problems. As Dean Graziosi put it “selling is serving”, it is the existence of problems that provides income, purpose, and the sense of security that we have all been searching for. This for me has been a powerful mindset shift and refreshing perspective going forward. 

There are many businesses and people sourcing solutions despite the uncertainty, which is good news if you are offering products and services. The process may look and feel different than what we have known, which comes with change and a new perspective. I have always believed that my sales success was highly attributed to the strong relationships I built however with the new "normal" that is emerging I see it was my strength in communication. Sharing knowledge, listening, problem-solving, and most importantly being honest and transparent with my customers was the foundation of my sales success and positioning myself as an expert. The thrill of selling did not come from the close it came from the sense of purpose of knowing that I was helping provide a solution.

Providing solutions in the form of products or services will always have the potential of objections and some rejection, it's part of the process. Recognize that objections and rejection are just feedback in helping us understand our customers and the problems that we are looking to solve. Use this feedback wisely in creating a new perspective and dialogue that will support your sales objectives and targets. The decision we get to make now is: to stay in fear of uncertainty or seeing the gift of serving others in providing solutions.

If you are interested in learning more please join me for a free webinar Building COVID Sales Success Tuesday, June 30, 2020, at 10:00 am EDT. Registration is open at https://salestraining-buildingsalessuccess.eventbrite.ca