In the last two articles, we have been discussing three theories as to why women are naturally good at the interaction (connection) and often really bad at the transaction (asking for the money).
Low self-esteem
Taught to cooperate, not compete
Our view of sales
Here is the third reason!
No matter what business you are in – selling MUST take place for you to be in business. Yet many women are opposed to selling their services, one-on-one, in a direct sales conversation. Why is this?
Most likely it’s because sales has gotten such a bad rap. If you were to write down the first five words that come to your mind when you hear the word “salesperson”, you would probably write a list that looks something like this:
Manipulative
Greedy
Liar
Pushy
Self-serving
If this is how you view salespeople and selling, then of course you would never want to be seen like that! You’ll do anything you can to avoid people seeing you as pushy, selfish, manipulative, etc.
And if you’re doing everything you can to avoid sales,
I’m going to take a wild stab in the dark and assume that you’re broke!
The solution is to reframe what you believe about sales. What we have to realize is that sales really does STINK! (Wait, how does that help us?) Let’s look at the following model:
Service
Teaching
Integrity
Natural
Key
SERVICE: When we break it down, most products and services are sold to help solve a problem. If that is what your product does, you are doing a service by selling it. We have to remember, sales is not something you do TO someone, it is something you do FOR someone.
TEACHING: Most sales are made by educating the consumer first. You’re either clarifying their problem for them, or teaching them how your product can be a solution for them. Either way, you are adding to their knowledge base whether or not they buy from you.
INTEGRITY: If you truly believe in your product or service, and you know it can help people – then it is within your integrity to tell people about it. As a matter of fact, if you know you can help people and you withhold that information, I would go so far as to say you are out of integrity by holding back.
NATURAL: I wish I had a dollar for every person who has ever said to me “I’m just not a natural salesperson.” To that I say, “Bullsh*t!” Have you ever had a second date? Then you’ve sold! Are you married? Oh baby, you’ve really sold yourself! You convinced someone that you are the right person for them to spend the rest of your life with. (Of course, they may now want a refund! 😉 We’re all born with the ability to sell. Just watch a 4-year old who wants a cookie. They will negotiate, conjole, bargain, cry, charm…whatever they have to do to get that cookie.
KEY: Sales is the lifeblood of your business. Again, if you’re not selling – you’re not in business! Mastering sales really is the key to business success.
The bottom line is you must reframe how you see sales and STOP hiding behind other activities in your business
