S2 Ep24: Business Bite - How to Generate More Sales

An extract from 'Good Girls do Sell'

CHAPTER 2 - Confidence is the Key

You Mean It's Not About Me?



“Humility is not thinking less of yourself, it's thinking of yourself less.”

Rick Warren



Rather than focussing on negative perceptions around the fear of being rejected when in the selling process, ask yourself instead – if you were your customer, What’s in it for ME?  Why would I want your product or service?  

I want you to write W.I.I.F.M. in big letters somewhere you can see this daily.  Every time you are about to make a sales call, think W.I.I.F.M. Remembering all the time that the ME is your customer and not yourself.



The benefits of delving deep into W.I.I.F.M. is that you will understand the concept that you aren’t really selling anything, you are creating an opportunity for people to buy what they want, what they need from you that wouldn’t be possible if you hadn’t presented your product.



How often have you had a situation where you have caught up with someone you have met and they have just spent money on a product or service that you offer but they didn’t think of coming to you because they weren’t clear on what you could offer?  Even though you are positive you have told them about your product or service in the past.



One of the foremost mistakes I see made by entrepreneurs is they try to sell their product or service without any genuine understanding of what the clients’ needs might be.  



https://www.linkedin.com/in/janeenvospersalesprofessionalpresentingconfidencecoach/

https://www.facebook.com/speechperfect/ 

https://www.instagram.com/speechperfect/ 

https://twitter.com/VosperJaneen