Sales confidence is the one thing that can help you to get better sales results. In my work with service professionals they are often confident in their work but lack the sales confidence to sell their services.
A lack of sales confidence effects the:
- amount of money you make.
- the price you sell your services for.
- the length of time it takes you to close a sale.
Lack of Sales Confidence
Take for example Jennifer who helps small business owners to tame the paperwork monster. She
helps her clients get out from under the mess they have created and develops a system for moving forward.
Every time Jennifer quotes a client for her services she agonizes over the pricing. She is worried that the price might be too much for the client or worse yet she might not be worth the price she is charging. Based on my work with her I would estimate she has been undercharging by about 25% or more. She called me one day because she had a meeting with a client and was worried about the price. It was the largest quote she had ever done and she was scared that the client would balk at the price. She called me to asked about tips to help when the customer said no. She was already working out how much she could discount the quote to get the job.
Advice To Build Sales Confidence
My advice to her was very simple, walk the customer through the quote and pointing out the value and when you get to the end tell them the price and then shut up. Stop talking and watch the customer. If the customer appears to be shocked by the price or indicates in some way that it is too expensive you can then start to ask questions to find out what the objections are so you can deal with them.
I also told her that she could not just lower her price on a job. If the customer indicated it was over their budget Jennifer should start to remove items that the customer doesn’t value or need to lower the price. Don’t devalue your services by discounting just to get work.
The last piece of advice I gave her was to read her file of client testimonials that she had collected before she went on a sales call. She needed to remember that her clients loved her work and so many of them gushed about what a huge impact she had made both on their business and their lives.
Since she has started to get more sales confidence she has closed more deals, at a higher rate in less time. Each time she goes to a sales call she presents with more sales confidence and with every deal she gets her sales confidence has grown. We have made of changes to her presentation, her quote and her sales skills but the biggest lift has been from her increased sales confidence.
It is important to remember that you have have to have confidence that you are worth the amount you charge. If you don’t believe that wholeheartedly no one will. Need some help with your sales confidence? Give us a call to find out how we can help boast your sales confidence.
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